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Author Ho, Maria, author.

Title Developing sales managers : activating sales performance through learning / ATD Research, Maria Ho, author ; sponsored by Revenue Storm.

Publication Info. Alexandria, VA : ATD Research, ATD Press, [2014]


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource : illustrations.
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Note "ATD research: connecting research to performance."
"ASTD product code: 191405 (print) 791405 (digital)."
"Publication Date: November 2014."
Bibliography Includes bibliographical references.
Summary This book investigates whether sales managers are sufficiently equipped to handle their responsibilities, which include managing and developing sales representatives and meeting unit productivity goals, and discusses the role of the talent development function in providing the necessary preparation. This research seeks to establish the daily responsibilities and areas of expertise of sales managers, as well as the skills emphasized in organizations' sales training curricula. It also looks at the lack of availability of training programs directed specifically at incoming sales managers, and the content of new sales manager training programs in the organizations where it does exist. It provides insights gained from in-depth interviews with learning leaders from organizations that provide talent development offerings aimed at ensuring that sales managers are equipped to not only sell solutions, but also to direct, develop, and motivate sales teams. -- Edited summary from book.
Note Online resource; title from title screen (, viewed November 20, 2015).
Subject Sales personnel -- Training of.
Selling -- Ability testing.
Sales executives.
Sales force management.
Sales executives. (OCoLC)fst01103823
Sales force management. (OCoLC)fst01742311
Sales personnel -- Training of. (OCoLC)fst01103864
Selling -- Ability testing. (OCoLC)fst01111970
Genre/Form Electronic books.
Added Author ATD Research.
Reveunue Storm, sponsoring body.
ISBN 9781607282167 (e-ISBN)

Available items only