fundamentals of sales management for the newly appointed sales manager; matthew schwartz (amacom, 2006)外语英文电子书

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1、FUNDAMENTALSofSALESMANAGEMENTfortheNEWLYAPPOINTEDSALESMANAGERMATTHEWSCHWARTZAmericanManagementAssociationNewYork•Atlanta•Brussels•Chicago•MexicoCity•SanFranciscoShanghai•Tokyo•Toronto•Washington,D.C..................15673$$$FM11-23-0508:44:52PSPAGEiiiSpecialdiscountsonbulkquantitiesofAMACOMbooksar

2、eavailabletocorporations,professionalassociations,andotherorganizations.Fordetails,contactSpecialSalesDepartment,AMACOM,adivisionofAmericanManagementAssociation,1601Broadway,NewYork,NY10019.Tel.:212-903-8316.Fax:212-903-8083.WebSite:www.amacombooks.orgThispublicationisdesignedtoprovideaccurateanda

3、uthoritativeinformationinregardtothesubjectmattercovered.Itissoldwiththeunderstandingthatthepublisherisnotengagedinrenderinglegal,accounting,orotherprofessionalservice.Iflegaladviceorotherexpertassistanceisrequired,theservicesofacompetentprofessionalpersonshouldbesought.LibraryofCongressCataloging

4、-in-PublicationDataSchwartz,MatthewFundamentalsofsalesmanagementforthenewlyappointedsalesmanager/MatthewSchwartz.p.cm.Includesindex.ISBN0-8144-0873-71.Salesmanagement.2.Management.I.Title.HF5438.4.S3622006658.81dc2220050229362006AMACOM,adivisionofAmericanManagementAssociation,NewYork.Allrightsre

5、served.PrintedintheUnitedStatesofAmerica.Thispublicationmaynotbereproduced,storedinaretrievalsystem,ortransmittedinwholeorinpart,inanyformorbyanymeans,electronic,mechanical,photocopying,recording,orotherwise,withoutthepriorwrittenpermissionofAMACOM,adivisionofAmericanManagementAssociation,1601Broa

6、dway,NewYork,NY10019.Printingnumber10987654321.................15673$$$FM11-23-0508:44:53PSPAGEivCONTENTSACKNOWLEDGMENTSixCHAPTER1.TransitioningtoSalesManagement:NewResponsibilitiesandExpectations1GoingfromSellingtoManaging1UnderstandingtheCurrentSalesCulture4UnderstandingWhoIsontheCurrentTeam8The

7、ChallengesofBeingonTwoTeamsatOnce12EmbracingChange15TheBigPictureShort-andLong-Term16WhatsNext?18CHAPTER2.ItsAllAboutCommunication20ListeningSkills20TheTheoryBehindCommunicationStyles22TheOriginsofDISCTheory23The