B2B

Wireless Sales Training Series
Business to Business Sales Management ... $125


Designed to help Sales Managers improve the performance of corporate sales representatives.

Includes 27 page workbook and Sales Manager's Productivity Toolkit.

Orientation
The reinforcement cycle
Understanding vs. action
A protocol for intervention

Stimulation & Observation
Timing: when to observe
Anchoring feedback on behavior
Performance observation tools

Measurement
Sales activity tools
Rewards

The payoff
Oneonone meetings
The performance analysis meeting
One-on-one meeting protocol
Action planner

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