Workbook supervisor. Practical recommendations. (176 pages)

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Uploaded: 12.02.2008
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Product description

In the book the author gives answers to frequently asked supervisors and regional managers of the questions that arise in front of them in the process of working with sales representatives and customers.
If you do not want to learn the profession from their mistakes - this book is for you!

Additional information

Table of contents

Part 1: Work with sales representatives
Chapter 1 How to overcome the resistance of a slave, which yesterday
I was at the same level?
Chapter 2 What is the best use of "stick" (fines, penalties)
or "carrot" (bonuses, rewards) and when it is better to use the "stick"
and when the "carrot"?
Chapter 3 How to set a task subordinate?
Chapter4 How to conduct effective feedback?
Chapter5 How to deal with an employee who does not comply
Chapter 6 How to prevent theft, including sales representatives?
Chapter7 How to overcome the resistance of the sales representative routing?
Glava8 How to work with the supervisor on the route sales representative?
Chapter 9 How to develop a system of wages for the sales representative?
Chapter 10 How to motivate sales representatives to increase
Glava11 How do I know whether a candidate for trade
Representative work in the system - to perform tasks
and in time to take the money?
Glava12 How to overcome negative attitudes employee
Glava13 How to effectively replace a sales representative?
Glava14 How to keep a professional sales representative
in your organization?
Glava15 How to develop a system of management and motivation
sales staff?
Part 2 Building a team of sales representatives
Chapter 16 How to effectively hold a meeting?
Chapter 17 How to use the meeting for team building?
Chapter 18 How to effectively carry out training?
Chapter 19 How to evaluate staff training glamor?
Chapter 20 How to understand the sales staff why the need to work together?
Chapter 21 How to turn the criticism into a supporter of
Part 3: Working with the customer
Chapter 22 It's time to settle, but the client is not in a hurry.
How to inspire him?
Chapter 23 How to increase sales?
Chapter 24 How to pick up old debts?
Part 4 Personal development ....


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