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020    9780814410912|q(electronic bk.) 
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035    (MiAaPQ)EBC420620 
035    (Au-PeEL)EBL420620 
035    (CaPaEBR)ebr10279926 
035    (CaONFJC)MIL203264 
035    (OCoLC)318651629 
040    MiAaPQ|beng|erda|epn|cMiAaPQ|dMiAaPQ 
050  4 HF5438.4 -- .M5425 2009eb 
082 0  658.8;658.8/1;658.81 
100 1  MILLER, William "Skip" 
245 10 More ProActive Sales Management :|bAvoid the Mistakes Even
       Great Sales Managers Make -- And Get Extraordinary Results
250    1st ed 
264  1 Saranac Lake :|bAMACOM,|c2009 
264  4 |c©2009 
300    1 online resource (235 pages) 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
505 0  Intro -- CONTENTS -- PREFACE -- ACKNOWLEDGMENTS -- 
       INTRODUCTION -- PART 1 INTERNAL TEAM DECISIONS -- MISTAKE 
       #1 We Are a Prospecting Machine! -- MISTAKE #2 It's All 
       About Luck -- MISTAKE #3 Salespeople Are Self-Motivated --
       MISTAKE #4 I'll Focus on My B and C Players and Make Them 
       Better -- MISTAKE #5 Salespeople Are Motivated by Money --
       MISTAKE #6 I Am the Team Leader -- PART 2 UPWARD DECISIONS
       -- MISTAKE #7 My Management Lets Me Do My Job -- MISTAKE 
       #8 I'm the Boss -- MISTAKE #9 Things Are Always Tough at 
       the End of the Quarter -- MISTAKE #10 It's All About 
       Revenue -- PART 3 SALES DECISIONS -- MISTAKE #11 My Team 
       Needs Me for This Important Deal -- MISTAKE #12 Sell, Sell,
       Sell . . . Right? -- MISTAKE #13 I'll Show Them How to Do 
       It -- MISTAKE #14 I'm Superman -- PART 4 INFRASTRUCTURE 
       DECISIONS -- MISTAKE #15 It's Their Territory -- MISTAKE 
       #16 I Have a Sales Process . . . I Think -- MISTAKE #17 
       Metrics and Dashboards Are for Rookies -- MISTAKE #18 
       Forecasting to 60 Percent Accuracy -- MISTAKE #19 The 
       Stack Ranking Behind Hire and Fire Decisions -- PART 5 
       SELF DECISIONS -- MISTAKE #20 Culture? I Already Have One,
       Thanks -- MISTAKE #21 The More I Work, the Better the 
       Example -- MISTAKE #22 I'm the Manager, Right? -- EPILOGUE
       AND CALL TO ACTION -- INDEX -- A -- B -- C -- D -- E -- F 
       -- G -- H -- I -- J -- K -- L -- M -- N -- O -- P -- Q -- 
       R -- S -- T -- U -- V -- W 
520    Managing great sales is different than making great sales.
       This book shows readers how to avoid the most common 
       mistakes of their trade 
588    Description based on publisher supplied metadata and other
       sources 
590    Electronic reproduction. Ann Arbor, Michigan : ProQuest 
       Ebook Central, 2020. Available via World Wide Web. Access 
       may be limited to ProQuest Ebook Central affiliated 
       libraries 
650  0 Sales management.;Selling 
655  4 Electronic books 
776 08 |iPrint version:|aMILLER, William "Skip"|tMore ProActive 
       Sales Management : Avoid the Mistakes Even Great Sales 
       Managers Make -- And Get Extraordinary Results|dSaranac 
       Lake : AMACOM,c2009|z9780814410905 
856 40 |uhttps://ebookcentral.proquest.com/lib/sinciatw/
       detail.action?docID=420620|zClick to View