From Selling to Managing: Guidelines for the First-Time Sales Manager

by Ronald Brown

Overview

The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.

Product Details

ISBN-13:	9780814430194
Publisher:	AMACOM
Publication date:	08/01/1990
Sold by:	HarperCollins Publishing
Format:	eBook
Pages:	192
Sales rank:	1,043,772
File size:	3 MB

About the Author

RONALD BROWN is the original author of this best-seller. He served as vice president of Tremco Manufacturing Company and was a speaker on this subject for many years.