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9781860762031

Coaching Champions: How to Get the Absolute Best Out of Your Salespeople

by ; ;
  • ISBN13:

    9781860762031

  • ISBN10:

    1860762034

  • Format: Paperback
  • Copyright: 2002-04-01
  • Publisher: Oak Tree Pr
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Table of Contents

About the Authors vii
Acknowledgements ix
The Seeds of Greatness
1(10)
Salespeople Who Win
11(26)
Taking a Professional Approach
37(16)
From Salesperson to Manager to Coach
53(20)
What Does it Take to be a Good Coach?
73(34)
The POWER Model (1): Purpose and Parameters
107(26)
The POWER Model (2): Objectives and Options
133(22)
The POWER Model (3): What is Happening Now?
155(20)
The POWER Model (4): Empowerment
175(18)
The POWER Model (5): Review
193(14)
Keeping Records
207(12)
The Coach in Action
219(36)
Epilogue
255(8)
Recommended Reading 263

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