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Transforming sales management : lead sales teamsthrough change
- ISBN9781398609082
- publisher
- descriptionxxii, 220 pages : illustrations
- Loan PeriodRoom Use Only
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Bibliographic Note
Includes bibliographical references (pages [209]-216) and index.
Content
- Introduction : sales transformation, sales management, and change management, and the importance of learning how to manage personal change
- Four popular change models : Lewin's change theory, Kotter's 8-stage change model, Hiatt's ADKAR change model, and McKinsey's 7-s change model
- Four more change models : Kubler-Ross' 5 stages of grief SARA curve, Conner's positive response curve, and Conner's negative response curve
- Changes to buying and selling
- Focusing on individuals