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Don't Fire Them, Fire Them Up - Frank Pacetta (Cass)
Title: Don't Fire Them, Fire Them Up Title: Don't Fire Them, Fire Them Up Author: Frank Pacetta Genre: Business and Economics Format: Audio Cassette, 1 Cass., 1 Hr. 30 Mins. Synopsis: Not Available Review: Library Journal (March 1, 1994) 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