David Hillier
Ashgate
Hardback
152
1994
The author begins by looking at the qualities of the effective sales leader. He shows how the organization structure and motivation of the team are all critical to success and gives numerous examples of job descriptions commission schemes review systems and disciplinary procedures. There are separate sections on boosting sales improving customer service building team spirit analysing performance organizing the office managing time recruiting and retaining high performers and working with 'difficult' staff. The book ends with practical advice on troubleshooting problem-solving and crisis management.
Ashgate
Hardback
152
1994
The author begins by looking at the qualities of the effective sales leader. He shows how the organization structure and motivation of the team are all critical to success and gives numerous examples of job descriptions commission schemes review systems and disciplinary procedures. There are separate sections on boosting sales improving customer service building team spirit analysing performance organizing the office managing time recruiting and retaining high performers and working with 'difficult' staff. The book ends with practical advice on troubleshooting problem-solving and crisis management.