Descripciones mejoradas de Syndetics:

This work tells managers how to hire right - the first time. It shows managers the real things to look for when hiring or promoting, instead of relying upon experience or some of the other classic hiring myths. The authors identify and explain the four proven factors that will predict an employee's success in sales: empathy, ego-drive, service motivation and ego-strength. They also provide key insights on job matching, team-building, leadership and the successful sales traits for specific industries.

Tabla de contenidos provista por Syndetics

• Acknowledgements(p. xi)
• Part 1 The Sales Enigma(p. 1)
• 1. The Opportunity and the Challenge(p. 3)
• 2. So Why the Revolving Door?(p. 9)
• Part 2 What It Takes to Succeed in Sales(p. 17)
• 3. The Motivation to Succeed(p. 19)
• 4. Empathy: The Guidance System(p. 00)
• 5. Ego-Drive: The Motivational Force(p. 30)
• 6. Service Motivation: The Emerging Factor(p. 34)
• 7. Conscientiousness: The Discipline from Within(p. 38)
• 8. Ego-Strength: The Key to Resilience(p. 43)
• 9. Integrating the Dynamics for Success(p. 47)
• Part 3 Job Matching(p. 51)
• 10. Understanding the Sales Job(p. 53)
• 11. Hunters and Farmers(p. 61)
• 12. Other Personality Qualities and the Job Match(p. 64)
• 13. Job Matching: The Bottom Line(p. 75)
• Part 4 Building a Winning Sales Team(p. 83)
• 14. Inside the Team(p. 85)
• 15. Sales and Sports: The Psychological Connection(p. 95)
• 16. Building from Your Best(p. 102)
• 17. The Marginal Producer(p. 107)
• 18. Training and Compensating to Achieve Maximum Productivity(p. 112)
• 19. Non-traditional Sources of Sales Talent(p. 119)
• 20. Recruiting Productive Talent(p. 132)
• 21. Screening Out Those Who Are Inappropriate(p. 138)
• 22. Psychological Testing: Gaining Objective Insights(p. 146)
• 23. The In-Depth Interview(p. 158)
• 24. The Final Decision(p. 169)
• Part 5 The Sales Manager(p. 173)
• 25. Why the Best Salespeople Often Don't Become Great Managers(p. 175)
• 26. Managers or Leaders(p. 188)
• Part 6 Matching Sales Dynamics to Specific Industries(p. 199)
• 27. An Agency's People: The Bottom-Line Advantage(p. 201)
• 28. What It Takes to Succeed in Life Insurance Sales(p. 213)
• 29. Locking the Real Estate Revolving Door(p. 222)
• 30. Automotive Sales: Then and Now(p. 231)
• 31. Banking on People: The Key to the Bottom Line(p. 249)
• 32. High-Technology Consultative Sales: The New Breed(p. 256)
• Part 7 The Successful Salesperson in Today's World(p. 261)
• 33. It's All Motivation(p. 263)
• Index(p. 269)