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AuthorRosen, Keith
TitleCoaching salespeople into sales champions : a tactical playbook for managers and executives / Keith Rosen
Imprint Hoboken, N.J. : Wiley, 2008
Descript xxii, 327 p

CONTENT

The death of management -- The coach's mindset : six universal principles of masterful coaching -- Six fatal coaching mistakes and how to avoid them -- Tactical coaching -- The seven types of sales managers -- Ignition on! Now they're inspired -- Assumptive coaching and dangerous listening -- Vulnerability-based leadership -- Facilitating an effective coaching conversation -- The art of enrollment -- The seduction of potential -- Develop an internal coaching program


Sales force management

LOCATIONCALL#STATUS
Sasin Library658.3044 R813C 2008CHECK SHELVES

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