Sales Management (Marketing) - Softcover

Noonan, Chris

Softcover

ISBN 10: 0750633611 ISBN 13: 9780750633611

Publisher: Routledge, 1998

Synopsis

Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume.

The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising.

It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.

About this title

From the Author:

A comprehensive guide to practical sales mangement
This text is designed as a working manual of sales management for senior sales managers and consultants. It is intended to develop confidence and skill, not just be another text offering "quick fix" hope ideas. It provides thorough coverage of most aspects of sales team management that involve the busy sales manager leading a team of field sales personnel. It is very much a "hands on" text, a "how to do-it-yourself" guide through the multiple facets of modern sales management.

The author, a practising consultant, has based the work on top international line management experience supported by 15 years of consulting with major multi-nationals in diverse markets across the globe. In-company sales management development programmes and sales strategy development consultancy have provided source material and shown the applicablility of material in industrial and consumer environments.

The comprehensive checklists have always been seen by direct clients as a major benefit.

The UK's Chartered Institute of Marketing endorses and promote the text in their Professional Development series.

About this edition

• Publisher: Routledge
• Publication date: 1998
• ISBN 10: 0750633611
• ISBN 13: 9780750633611
• Binding: Paperback
• Edition number: 1
• Number of pages: 452