Sales Management (McGraw-Hill Executive Education)

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9780071364348: Sales Management (McGraw-Hill Executive Education)

A sales force is no better than its management - and "Sales Management" supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating today's changing sales force.

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From the Back Cover:

A One-Volume, MBA-Level Course of Building'and Motivating'an Award-Winning Sales Force


Successful sales management is not so much a program as it is a process; a number of essential components that, when designed carefully and assembled properly, work as a seamless unit to produce consistent sales excellence. Sales Management explains and presents a working model for tackling each important step. It then shows you how to use those models to excel in the changing business landscape where product/service life is shortening and sales cycles are lengthening and becoming more complex.


Sales Management covers everything today's sales management executive needs to know about:
- Strategy and objectives
- Hiring o Training o Compensation
- Organization
- Deployment
- Forecasts
- Sales plans
- Nonmonetary motivation
- Sales force automation
- Performance evaluations


As a sales manager, your career success depends on the success of your sales team. Let Sales Management show you how to recruit, train, and retain today's top sales talent'and mold them into a top-performing, cohesive sales unit!


Look to the McGraw-Hill Executive MBA Series for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. Other titles in the series include:
- Finance & Accounting for Non-Financial Managers
- Mergers & Acquisitions


Sales Management details the strategy, tactics, qualitative and quantitative knowledge, and hands-on instruction found in today's finest business schools and executive education seminars, then outlines a step-by-step model for constructing and maintaining a superior sales organization. Sales managers, sales force team leaders, marketing executives, and other professionals can use its proven formulas for success, case studies, exercises, charts, checklists, and quizzes to discover how to:
- Always look for new, better salespeople, and treat hiring as a proactive'rather than reactive'tool
- Understand and use technology, sales force automation, customer relationship management, ecommerce, and the Internet to increase sales force productivity and capacity
- Use probing interview questions and reference checking to build a compelling, accurate picture of each job applicant, allowing you to hire the best and reduce turnover
- Test all salespeople'even those with years in the field'on products, competitors, customer knowledge, and selling skills. Use the results to create quarterly individual development plans
- Use focused "ride-withs" to observe change adoption, and reinforce best practices
- Expertly use proper channel choice, sales force architecture, targeting, deployment, sizing, and territory management to lower costs and increase revenues
- Profile each salesperson as to needs, goals, aspirations, and problems, then use this knowledge to personalize your motivational strategies
- Design compensation plans that reward salespeople's actions and results that are most important for your company's success
- Develop quarterly appraisals, which not only evaluate salespeople's results but also the skills, knowledge, action, and personal characteristics that drive those results


As a sales manager in today's global marketplace you are faced with enormous challenges, from more aggressive, agile competition to an increasingly rootless sales force. Let Sales Management'a new and important component of the McGraw-Hill Executive MBA Series'show you how to meet and overcome each of these challenges and put together a sales force that is confident, competitive, and committed to meeting and exceeding its sales goals.

About the Author:

Robert J. Calvin is president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy for clients ranging from the Fortune 500 to the Inc. 100. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. As a popular teacher, busy consultant, successful entrepreneur, salesperson, sales manager, and executive, Calvin has rebuilt many sales forces. His previous books include the award-winning Managing Sales for Business Growth and Profitable Sales Management and Marketing for Growing Businesses.

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