TY  - BOOK
AU  - Malaghan,Michael G.
TI  - Making millions in direct sales: the 8 essential activities direct sales managers must do every day to build a successful team and earn more money 
SN  - 0071451501 (alk. paper)
AV  - HF5438.25 .M3257 2005
U1  - 658.8/72 22
PY  - 2005///
CY  - New York
PB  - McGraw-Hill
KW  - Direct selling
KW  - Sales management
KW  - Bán hàng
KW  - Quản lý bán hàng
KW  - Quản trị kinh doanh
KW  - Business Administration
N1  - Includes index; 1st essential activity: sell -- Set the example -- Champion field training -- 2nd essential activity: prospect -- Seize all the market, all the time -- Hail the classics: door to door and telephone appointment -- Furnish quality company leads -- Generate abundant local leads -- Boost exhibition sales -- 3rd essential activity: hire -- Exploit seventeen powerful, proven recruiting techniques -- Use the ten-step job-selling interview -- 4th essential activity: train -- Launch the new recruit -- Keep new sales associates one more week -- Rouse the veterans -- Liven up your classroom techniques -- Exploit the power of off-site meetings -- Conduct exciting sales meetings -- 5th essential activity: replicate yourself -- Start with the first step: the GL -- Delegate -- Grow through keyman training -- 6th essential activity: motivate -- Visualize the all-consuming goal -- Make the most of the 14 greatest motivators -- Utilize the goal-setting process -- Design winning sales contests -- 7th essential activity: manage -- Improve time management -- Promote quality customer service and upgrades -- Develop selling and prospecting tools -- Take advantage of the Internet -- 8th essential activity: lead -- Avoid the 12 career-wrecking demons -- Broaden leadership characteristics -- Build a charismatic persona
UR  - http://www.loc.gov/catdir/toc/ecip056/2005000204.html
UR  - http://www.loc.gov/catdir/enhancements/fy0621/2005000204-b.html
UR  - http://www.loc.gov/catdir/enhancements/fy0621/2005000204-d.html
ER  -