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Contents of the Book
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| 1. |
Effective Sales Management A Prelude |
| 2. |
The Giants of Sales:What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about Real Sales Success |
| 3. |
Great Learning Sales Management Revisited |
| 4. |
Managing the Long Pipeline: Key Indicators for Sales and Marketing |
| 5. |
Improving Productivity through Better Sales and Sales Management |
| 6. |
Sales is the Problem: What is the Solution? |
| 7. |
How Sales Techniques Work |
| 8. |
Sales Strategy as a Part of Integrated Marketing Communications |
| 9. |
Direct Selling: Gaining Big Momentum |
| 10. |
How to Develop an Effective Sales Forecast |
| 11. |
Rethinking Your Sales Organization Sales Agility and Sales Force Automation Powering the Next Level of Performance |
| 12. |
Selling Against the Goal:How Corporate Sales Professionals Generate the Leads They Need |
| 13. |
The Rapid Arrival of the Under Prepared:Sales Leadership Forecast: 2005-2006 |
| 14. |
Managing Your Sales Force:A Motivational Approach |
| 15. |
Online Sales |
| 16. |
Telemarketing |
| 17. |
Role of Celebrities in Boosting Sales:A Critical Analysis |
| 18. |
Accelerating Sales and Marketing through Effective Web Collaboration |
| 19. |
SFA Implementation: Roadmap for Success |
| 20. |
NeuroMarketing 7 Secrets to Unlocking Your Customer s Brain for Instant Sales |
| 21. |
Creating After the Sale Service Open the Door to Referrals |
| 22. |
Sales Recovery: How to Manage a Sale Going Wrong |
| 23. |
Index |