The Quality Sales Leadership System for Today's Financial Executive

Title: The Quality Sales Leadership System for Today's Financial Executive
Author: Niki Nicastro McCuistion Jeffrey N. Senne
ISBN: 0793104440 / 9780793104444
Format: Hard Cover
Pages: 284
Publisher: Dearborne
Year: 1993
Availability: In Stock

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This is the only book that gives bank managers the practical tools they need to become effective sales leaders and to develop a dynamic, successful sales culture. It builds on practices developed by the co-authors who argue that any financial institution can maximize profitability by combining the principles and practices of leadership with those of sales management and applying them to everyone in the organization. Topics discussed include: defining a strategy and vision; developing lines of communications; building relationships and empowering people; monitoring and tracking performance; coaching, directing, and controlling the sales force; and putting it all together by setting sales goals in motion.

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Foreword
Acknowledgments
Preface

Chapter 1 : Survival: Choice, Challenge and the Leadership Imperative
Chapter 2 : Beyond Management: A Quality Approach to Sales Leadership
Chapter 3 : Quality: Your Best Sales Strategy
Chapter 4 : The Quality Sales Leadership Strategic Action Plan
Chapter 5 : The Art and Practice of Recruiting, Hiring and Training
Chapter 6 : Beyond Motivation: Leading Others to Lead Themselves
Chapter 7 : Quality-Driven Selling: Beyond Relationships to Solutions
Chapter 8 : Quality-Driven Sales Meetings: A Communication Forum
Chapter 9 : Coaching for Accountability: The Master Tactic of Quality Sales Leadership
Chapter 10 : Putting It All Together: Solving Roadblocks, Setting Goals in Motion, Measuring Success

A : The Quality Sales Leadership System Team Guidebook
B : Sample Internal Customer Survey
C : Sample External Customer Survey
Index
For Additional Information on the Authors