Coaching champions : how to get the absolute best out of your salespeople / Frank Salisbury, Cariona Neary and Karl O'Connor.
Material type: TextPublication details: Dublin : Oak Tree Press, c2001.Description: ix, 264 p. : ill. ; 24 cmISBN:- 9781860762031 (pbk.) :
- 1860762034
- 658.31245 SAL
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.