Sales Management Demystified: A Self-Teaching Guide - Softcover

Calvin, Robert

Softcover

ISBN 10: 0071486542 ISBN 13: 9780071486545

Publisher: McGraw-Hill Education, 2007

Synopsis

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.

About this title

About the Author

Robert J. Calvin (Chicago, IL) is president of Management Dimensions, a sales training and management firm, and adjunct professor at the University of Chicago Graduate School of Business.

From the Back Cover

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.

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2007
• Language: English
• ISBN 10: 0071486542
• ISBN 13: 9780071486545
• Binding: Paperback
• Number of pages: 416