| 000 -LEADER |
|---|
| fixed length control field |
03349nam a22003137a 4500 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190711120057.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
180319b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814436431 [hardcover] |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
University of Cebu-Banilad |
| Transcribing agency |
University of Cebu-Banilad |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Weinberg, Mike, |
| Dates associated with a name |
1967- |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Sales management : |
| Remainder of title |
simplified : the straight truth about getting exceptional results from your sales team / |
| Statement of responsibility, etc |
Mike Weinberg. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
First edition. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
New York : |
| Name of publisher, distributor, etc |
Amacom -- American Management Association, |
| Date of publication, distribution, etc |
c2016. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xiv, 210 pages : |
| Dimensions |
23 cm |
| 336 ## - CONTENT TYPE |
|---|
| Source |
rdacontent |
| Content type term |
text |
| 337 ## - MEDIA TYPE |
|---|
| Source |
rdamedia |
| Media type term |
unmediated |
| 338 ## - CARRIER TYPE |
|---|
| Source |
rdacarrier |
| Carrier type |
volume |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes index. |
| 505 ## - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Contents: Part One: Blunt truth from the front lines : why so many sales -- Chapter 1 As goes the leader, so goes the organization -- Chapter 2 A sales culture without goals is a sales culture without results -- Chapter 3 You can't effectively run a sales team when you're buried in crap -- Chapter 4 Playing CRM desk jockey does not equate to sales leadership -- Chapter 5 You can manage, you can sell, but you can't do both at once -- Chapter 6 A sales manager either wants to make heroes or be the hero -- Chapter 7 Sales suffer when the manager wears the fire chief's helmet -- Chapter 8 The trouble with one size fits all sales talent deployment is that one size -- Chapter 9 Turning a blind eye to the perennial underperformer does more damage -- Than you realize -- Chapter 10 Compensation and complacency start with the same four letters -- Chapter 11 An anti-sales culture disengages the heart of the sales team -- Chapter 12 The big ego senior executive "sales expert" often does more harm than good -- Chapter 13 Entrepreneurial, visionary leaders forget that their people can't do what they can do -- Chapter 14 The lack of coaching and mentoring produces ineffective salespeople -- Chapter 15 Amateurish salespeople are perceived simply as vendors, pitchmen and commodity sellers -- Chapter 16 Sales leaders chase shiny new toys searching for the magic bullet -- Part two: Practical help and a simple framework to get exceptional results from your sales team -- Chapter 17 A simple framework provides clarity to the sales manager -- Chapter 18 A healthy sales culture changes everything -- Chapter 19 Sales managers must radically reallocate their time to create a winning -- Sales culture -- Chapter 20 Regular 1:1 results-focused meetings between sales manager and each salesperson will transform your sales culture -- Chapter 21 Productive sales meetings align, equip, and energize the team -- Chapter 22 Sales managers must get out in the field with salespeople -- Chapter 23 Talent management can make or break the sales leader -- Chapter 24 Strategic targeting : point your team in the right direction -- Chapter 25 The sales manager must ensure the team is armed for battle -- Chapter 26 Sales managers must monitor the battle and be ruthless with their time. |
| 541 ## - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Deans/Chairperson |
|
| Department |
|
| Subject Category |
BSBA-Marketing Management |
| 546 ## - LANGUAGE NOTE |
|---|
| Language note |
English |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Business planning. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Type of record |
Book |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| Encoded by |
Aillen[new] |
| Date encoded |
03/19/2018 |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| Encoded by |
Aillen[checked] |
| Date encoded |
07/02/2018 |
