Coaching champions : how to get the absolute best out of your salespeople / Frank Sailsbury, Cariona Neary and Karl O\'Connor.
By: Salisbury, Frank
.
Contributor(s): Neary, Cariona | O\'Connor, Karl.
Material type: 
BookPublisher: Dublin : Oak Tree Press, 2001Description: viii, 264 p. ; 24 cm.ISBN: 1860762034.Subject(s): Sales management | Motivation (Psychology)DDC classification: 658.81 | Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| General Lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Available | 00090104 | ||
| General Lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Available | 00090107 |
Enhanced descriptions from Syndetics:
Coaching Champions should provide sales managers, from executive level to first-line manager, with tools and techniques to develop their sales people into star performers. Using the power coaching method, the authors aim to show that coaching is a much more powerful tool than mere training and that remarkable results are possible if used properly. Everyone can get better, and this book claims performance coaching can turn ordinary salespeople into champions.
Includes bibliographical references (page 263-264).
The seeds of greatness -- Salespeople who win -- Taking a professional approach -- From salesperson to manager to coach -- What does it take to be a good coach? -- The POWER model (1): Purpose and parameters -- The POWER model (2): Objectives and options -- The POWER model (3): What is happening now? -- The POWER model (4): Empowerment -- The POWER model (5): Review -- Keeping records -- The coach in action -- Epilogue.