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Sales Coaching by Linda Richardson (1996, Hardcover, Illustrated) 
Sales Coaching by Linda Richardson (1996, Hardcover, Illustrated)

 
Sales Coaching by Linda Richardson (1996, Hardcover, Illustrated)

Publisher: McGraw-Hill
Publication Date: 1996-10-01
Language: English
Format: Hardcover
ISBN-10: 0070523827
ISBN-13: 9780070523821
Product ID: EPID28181
Portions of this page Copyright 1995 - 2009 Muze Inc. All rights reserved.
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Details
Publication Date:1996-10-01
Edition Description:Illustrated

Size
Length:130 pages
Height:9.5 in
Width:6.5 in
Thickness:0.8 in
Weight:13.6 oz

Publisher's Note

Make the Leap From Manager to Sales Coach Today!

Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to:

  • Help each of your salespeople increase effectiveness and productivity
  • Develop questions, listening, and closing skills in your people
  • Motivate your salespeople to stretch beyond their comfort zone
  • Teach your salespeople to self-coach
  • Increase your skill and comfort with giving feedback
  • Turn sales problems into sales revenue
  • Strengthen relationships with your sales team
  • Take sales training out of the training room and put it into everyday sales practice
  • Create a culture that supports team sales
  • Increase the success and fun you have with your salespeople

Here is the first book on the coaching process written exclusively for sales managers--a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.



Today's nonhierarchical, team-oriented companies are looking for sales leaders capable of empowering rather than micromanaging a sales force. In order to accomplish this task, you need the skills of a good coach rather than those of the traditional boss/manager. Now, with the help of this book, you can parlay your managerial skills into those of a top-notch teacher, motivator, and mentor - someone who gets results through inspiration and example, rather than through threats and intimidation.

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