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Don't Fire Them, Fire Them up
     

Don't Fire Them, Fire Them up

by Frank Pacetta
 
One of the most dynamic and original audio programs to come around in some time, Don't Fire Them, Fire Them Up tells the listener how to build a winning business team -- how to develop trust, create loyalty, and generate enthusiasm and excitement. It explains how to build or rebuild an organization, lead and energize it, and put it on top and keep it there,

Overview

One of the most dynamic and original audio programs to come around in some time, Don't Fire Them, Fire Them Up tells the listener how to build a winning business team -- how to develop trust, create loyalty, and generate enthusiasm and excitement. It explains how to build or rebuild an organization, lead and energize it, and put it on top and keep it there, year after year.

When Frank Pacetta became district manager of Xerox's Cleveland sales office, that district was a disaster area, dragging along near the bottom of Xerox's national organization. Within a year, Pacetta had turned it around, making Cleveland first in the region and fourth nationally out of sixty-five sales districts. In his four years in Cleveland, revenues went from $56 million to $106 million and it took the team approach to make it happen. Pacetta has since moved to the Mid-Ohio District where he and his team are back on top!

Here he explains how you can take your company to the top by motivating employees in the most positive way possible -- nurturing them, showing that you value accomplishment, and giving them the skills and the responsibility to become winners.

Editorial Reviews

Publishers Weekly - Publisher's Weekly
Xerox sales executive Pacetta, writing with freelancer Gittines, presents an excellent primer on the rugged discipline of selling. Introducing readers to the frenetic world of push-and-pull sales (``kill the other guy before the other guy kills you''), the authors transcend the fatuous ``Attila the Hun'' mindset with superb observations about leadership, teamwork, success and customers, along with shining comments on time management, goals, evaluating problems and cultivating sales personnel. A voice from the trenches who is not above taking cues from Dirty Harry (``I never give much credence to advice from people whose ass is the same shape as their chairs''), Pacetta paints a vivid landscape of ``cold-call' combat. Don't be put off by the convoluted subtitle. (Jan.)
Library Journal
Pacetta, who helped turn around the sales team at Xerox, shares his secrets to sales success in this motivational treatise aimed specifically at sales leaders. There are some excellent ideas on customer service and commitment to exceeding customer expectations that will relate to businesses of all types. Pacetta's leadership ideas also fit well in the current business climate. However, his views regarding sales commissions and especially his ideas about compensation and rewards for individual sales success have been replaced with entirely new methods of rewarding team success. The elimination of sales commissions altogether is a part of this transformation, since commissions encourage internal competition among team members who are supposed to be working toward the success of the entire organization. Pacetta narrates the program, which is recommended for large business collections where there is demand for this sort of thing.-- John Farris, Groves, Tex.

Product Details

ISBN-13:
9780671886998
Publisher:
Simon & Schuster Audio
Publication date:
02/01/1994
Edition description:
Abridged, 1 cassette, 1 hr. 30 min.
Product dimensions:
4.20(w) x 6.70(h) x 0.80(d)

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