Written expressly for on-the-go sales managers who don't have the time to wade through wordy prose or academic theory, this book is fast-paced and results-oriented It contains scores of easy-to-implement straанпфнtegies, checklists, and action plans for anyone who's managing a sales team The book's wisdom is culled from the author's own experience as a top sales manager, as well as feedback from the thousands of managers who have participated in his training programs and seminаячкбars This revised and updated edition is not only a guide to coaching and training sales reps in the skills they need, but it's also a handbook full of practical tools and motivational strategies to help reps generate activity and get business It contains valuable information and insights on hiring and recruiting, effective field coaching skills, running effective sales meetings, and utilizing the most up-to-date technological resources without giving up the warm personal touch Автбмынзор Барри Дж Фарбер Barry J Farber.