The double decade classic that s been snatched up by nearly 25，000 novice<br >sales managers who need help in the new (and sometimes complex) arena<br >of sales management.<br >You re a blockbuster sales rep. You move products faster than anyone else<br >on the force. AS your reward you re promoted to sales manager. But you<br >may feel like a fish out of water as you enter the radically different world of<br >management. From Selling to Managing shows you how to convert your<br >selling skills into management skills--how to make the transition from<br >player to coach.<br > In this revised edition the author offers new insights on changes in<br >technology， distribution， and the complexion of the modern sales force.<br >With practical examples and in his tell-it-like-it-is style， author Ronald<br >Brown shows you how to:<br >~ Broaden your outlook ~ Appraise and advise reps<br >~ Communicate both up and down ~ Recruit， train， and keep good reps<br > the chain of command ~ Run efficient， inspiring sales<br >~ Plan a sales force operation meetings<br >~ Implement the plan ~ Control every aspect of operations<br > You were successful as a sales rep. With From Selling to Managing you<br >can make sure that you ll be a success again--this time as a leader.<br >
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