From Selling to Managing

Index

The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device for terms of interest. For your reference, the terms that appear in the print index are listed below

account development

sales rep’s ability to plan

accounts

handling smaller

servicing see also key accounts

action record

administrative assistant

ages, of sales rep and field manager

aggressiveness of applicant testing

appearance of sales rep

appointments, see interviews

appraisal process

coaching session in

criteria for

field manager’s supervisor and

field observation for

formal

informal

attitudes

beepers

boss-underling relationship

brochures, for recruiting sales reps

buddy-buddy relationship ...