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

Linda Richardson

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ISBN 10: 0070523827 ISBN 13: 9780070523821

Published by McGraw-Hill, 1996

Language: English

Condition: Used - Fine Hardcover

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Abnutzung / Risse - leicht; Gebrochener Buchr�cken / Seiten oder Softcover umgeknickt. 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 understand the nuances and payoffs of 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.

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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

Fine

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Management & HR

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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.

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

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