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|a Blanco, Fernando
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|a Dirección de ventas :
|b liderazgo en el siglo XXI /
|c Fernando Blanco.
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|a Bogotá :
|b Ediciones de la U.,
|c ©2012.
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| 300 |
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|a 242 páginas ;
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|a Evolución de las ventas -- Planeación estratégica de ventas.-- Estructura y planeamiento de territorios -- Dotación de personal -- Motivación compensación e incentivos -- Capacitación e entrenamiento -- Coaching y supervisión -- Ciclo de ventas -- Negociación -- Clínica de ventas -- Venta a grupos y hábiles de comunicación -- Venta a grupos y habilidades de comunicación -- Ética en los negocios -- Controles y gestión de ventas
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