000			02277nam a22002417a 4500
005			20141017101413.0
008			050106s2005 nyu 001 0 eng
020			_a0071451501
024		0	_ceng
080			_a339.371.2
100	1		_aMalaghan, Michael G.
245	1	0	_aMaking millions in direct sales : _cMichael G. Malaghan.
250			_a1 st.ed.;
260			_aNew York : _bMcGraw-Hill, _c2005.
300			_a273 f. ; _c23 cm.
500			_aIncludes index f. 261 - 273
505	0		_a1st essential activity: sell -- Set the example -- Champion field training -- 2nd essential activity: prospect -- Seize all the market, all the time -- Hail the classics: door to door and telephone appointment -- Furnish quality company leads -- Generate abundant local leads -- Boost exhibition sales -- 3rd essential activity: hire -- Exploit seventeen powerful, proven recruiting techniques -- Use the ten-step job-selling interview -- 4th essential activity: train -- Launch the new recruit -- Keep new sales associates one more week -- Rouse the veterans -- Liven up your classroom techniques -- Exploit the power of off-site meetings -- Conduct exciting sales meetings -- 5th essential activity: replicate yourself -- Start with the first step: the GL -- Delegate -- Grow through keyman training -- 6th essential activity: motivate -- Visualize the all-consuming goal -- Make the most of the 14 greatest motivators -- Utilize the goal-setting process -- Design winning sales contests -- 7th essential activity: manage -- Improve time management -- Promote quality customer service and upgrades -- Develop selling and prospecting tools -- Take advantage of the Internet -- 8th essential activity: lead -- Avoid the 12 career-wrecking demons -- Broaden leadership characteristics -- Build a charismatic persona.
650		0	_aShitja
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip056/2005000204.html
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0621/2005000204-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0621/2005000204-d.html
942			_2udc _cBK
999			_c530 _d530