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Author Rosen, Keith.
Title Coaching salespeople into sales champions : a tactical playbook for managers and executives / Keith Rosen.
Imprint Hoboken, N.J. : John Wiley & Sons, ©2008.


 Internet  Electronic Book    AVAILABLE
Description 1 online resource (xxii, 327 pages)
Note Includes index.
Use copy Restrictions unspecified star MiAaHDL
Available only to authorized UTEP users.
Reproduction Electronic reproduction. [S.l.] : HathiTrust Digital Library, 2011. MiAaHDL
Note Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. MiAaHDL
Copyright © John Wiley & Sons 2008
Copyright © John Wiley & Sons 2008
Copyright © John Wiley & Sons 2008
Copyright © John Wiley & Sons 2008
Print version record.
digitized 2011 HathiTrust Digital Library committed to preserve pda MiAaHDL
Subject Sales force management.
Genre Electronic books.
Contents Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives; CONTENTS; ABOUT THE AUTHOR; ACKNOWLEDGMENTS; INTRODUCTION; Chapter 1: The Death of Management; Chapter 2: The Coach's Mindset: Six Universal Principles of Maserful Coaching; Chapter 3: Six Fatal Coaching Mistakes and How to Avoid Them; Chapter 4: Tactical Coaching; Chapter 5: The Seven Types of Sales Managers; Chapter 6: Ignition On! Now They're Inspired; Chapter 7: Assumptive Coaching and Dangerous Listening; Chapter 8: Vulnerability-Based Leadership.
Chapter 9: Facilitating an Effective Coaching ConversationChapter 10: The Art of Enrollment; Chapter 11: The Seduction of Potential; Chapter 12: Develop an Internal Coaching Program; Conclusion; Appendix; INDEX.
Summary Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.
Other Title Print version: Rosen, Keith. Coaching salespeople into sales champions. Hoboken, N.J. : John Wiley & Sons, ©2008 9780470142516 0470142510