Sales Management Demystified: A Self-Teaching Guide / Edition 1

Sales Management Demystified: A Self-Teaching Guide / Edition 1

by Robert Calvin
     
 

ISBN-10: 0071486542

ISBN-13: 9780071486545

Pub. Date: 04/23/2007

Publisher: McGraw-Hill Professional Publishing

BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

Sales Management Demystified

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Overview

BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

Sales Management Demystified addresses every step of the process—including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

This fast and easy guide offers

  • Ideas for sourcing, screening, and selecting the best candidates
  • Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills
  • The model for choosing the most successful sales force organization and deployment
  • Monetary and nonmonetary methods to reward positive sales force action and results
  • Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics

Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.

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Product Details

ISBN-13:
9780071486545
Publisher:
McGraw-Hill Professional Publishing
Publication date:
04/23/2007
Series:
Demystified Series
Pages:
400
Sales rank:
517,145
Product dimensions:
7.30(w) x 9.20(h) x 1.08(d)

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