Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

Richardson,Linda

ISBN 10: 0070523827 / ISBN 13: 9780070523821

Published by McGraw-Hill, 1996

About this Item

Hardcover in very good condition. All inside pages are in great shape. Minor shelf wear to the dust jacket.

Seller Inventory # mon0000049512

Bibliographic Details

• Title: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
• Publisher: McGraw-Hill
• Publication Date: 1996
• Language: English
• ISBN 10: 0070523827
• ISBN 13: 9780070523821
• Binding: Hardcover
• Condition: Very Good
• Dust Jacket Condition: Dust Jacket Included

About this title

Synopsis

As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide