CONTENTS
1 The Role of the Sales Manager
6 The Psychology of Sales Success
7 Practice the Performance Formula
8 Improve Your Leadership Style
10 Develop Winning Salespeople
12 Satisfy Salespeople’s Basic Needs
15 Brainstorm for Sales Improvements
16 Discipline Salespeople Effectively
17 Let Your Poor Performers Go
19 The Control Valve on Performance
20 Four Keys to Building Salespeople
21 Courage, the Vital Quality of Success
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