LEADER 00000pam a22003254i 4500 
003    LION 
005    20050414124920.0 
008    050106s2005    nyu           001 0 eng   
010      2005000204 
020    0071451501|q(alk. paper) 
040    DLC|beng|erda|cDLC|dDLC 
042    pcc 
050 00 HF5438.25|b.M3257 2005 
082 00 658.8/72|222 
100 1  Malaghan, Michael G,|eauthor 
245 10 Making millions in direct sales :|bthe 8 essential 
       activities direct sales managers must do every day to 
       build a successful team and earn more money /|cMichael G. 
       Malaghan. 
264  1 New York :|bMcGraw-Hill,|c[2005] 
264  4 |ccopyright 2005 
300    xiv, 273 pages ;|c23 cm. 
336    text|btxt|2rdacontent 
337    unmediated|bn|2rdamedia 
338    volume|bnc|2rdacarrier 
500    Includes index. 
505 0  1st 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 Direct selling. 
650  0 Sales management. 
856 41 |3Table of contents|uhttp://www.loc.gov/catdir/toc/ecip056
       /2005000204.html 
914    MID.b12177994