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The sales leader's problem solver : practical solutions to conquer management mess-ups, handle difficult sales reps, and make the most of every opportunity / Suzanne M. Paling.

The sales leader's problem solver : practical solutions to conquer management mess-ups, handle difficult sales reps, and make the most of every opportunity / Suzanne M. Paling.
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Shelf Location Collection Volume Ref. Branch Status Due Date
658.81 PALI
 Adult Non Fiction   Riverwood . . Available .  
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Field name Details
ISBN 9781632650702 (paperback)
Name Paling, Suzanne M. author.
Title The sales leader's problem solver : practical solutions to conquer management mess-ups, handle difficult sales reps, and make the most of every opportunity / Suzanne M. Paling.
Published Wayne, New Jersey : Career Press, [2017]
©2017
Description 253 pages : illustrations ; 23 cm.
Notes Includes index.
Summary This is the book every sales manager wishes they had before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas. Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success. Drawn from the authors experiences as a sales manager, sales management consultant, and coach, The Sales Leaders Problem Solver offers guidance on solving common but difficult issues with the salesperson who: Sells inconsistently. Cheats on sales contests. Doesn’t enter data in the CRM. Calls only on the largest or easiest clients. Wont prospect for new business. By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by: Clarifying the issue. Creating a plan. Presenting a solution to executives. Discussing the issue with the rep(s) in question. The Sales Leaders Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.
Subjects Sales force management
Sales management
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