by John Strafford, Colin Grant · Deusto · tapa blanda · ISBN 9788423420056
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«Manual del director de ventas» is the sales manual by John Strafford and Colin Grant, published by Deusto in paperback (428 pages, in Spanish).
The book explains how the sales manager must understand the evolution and objectives of their organization, and distinguishes four models: passive, pyramidal, competitive, and responsive. It then covers the leap from salesperson to manager, team building and management, ongoing training, sales control, motivation, and communication.
Volume 1 of the Deusto collection. Updated and expanded edition.
For practicing sales managers and those aspiring to lead commercial teams.
Colin Grant is a British writer of Jamaican origin, who is the author of several books, including a 2008 biography of Marcus Garvey entitled Negro with a Hat: The Rise and Fall of Marcus Garvey and His Dream of Mother Africa and a 2012 memoir, Bageye at the Wheel. Grant is also a historian, Associate Fellow in the Centre for Caribbean Studies and was a BBC radio producer.
