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Coaching champions : how to get the absolute best out of your salespeople / Frank Salisbury, Cariona Neary and Karl O'Connor.

By: Contributor(s): Material type: TextTextPublication details: Dublin : Oak Tree Press, c2001.Description: ix, 264 p. : ill. ; 24 cmISBN:
  • 9781860762031 (pbk.) :
  • 1860762034
Subject(s): DDC classification:
  • 658.31245 SAL
Contents:
1.The seeds of greatness -- 2.Salespeople who win -- 3.Taking a professional approach -- 4.From salesperson to manager to coach -- 5.What does it take to be a good coach? -- 6.The POWER model (1): Purpose and parameters -- 7.The POWER model (2): Objectives and options -- 8.The POWER model (3): What is happening now? -- 9.The POWER model (4): Empowerment -- 10.The POWER model (5): Review -- 11.Keeping records -- 12.The coach in action -- 13.Epilogue.
Summary: This volume focuses on performance coaching and is aimed at improving the performance of sales people. It provides all sales managers, from executive level to first line manager, with practical "how to" approach in their dealings with salespeople and direct line reports.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.31245 SAL (Browse shelf(Opens below)) 1 Available 206437

Includes bibliographical references.

1.The seeds of greatness -- 2.Salespeople who win -- 3.Taking a professional approach -- 4.From salesperson to manager to coach -- 5.What does it take to be a good coach? -- 6.The POWER model (1): Purpose and parameters -- 7.The POWER model (2): Objectives and options -- 8.The POWER model (3): What is happening now? -- 9.The POWER model (4): Empowerment -- 10.The POWER model (5): Review -- 11.Keeping records -- 12.The coach in action -- 13.Epilogue.

This volume focuses on performance coaching and is aimed at improving the performance of sales people. It provides all sales managers, from executive level to first line manager, with practical "how to" approach in their dealings with salespeople and direct line reports.

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