Synopsis
Salespeople are self-determined, self-motivated, and self-reliant. Creating a high performance team out of independent-minded reps is challenge enough for an experienced manager, but if it s your first time in the boss s seat, the job can be overwhelming.Tyssen covers special considerations of managing a sales force, such as: -- Hiring the right sales rep for the job-- Designing sales territories that can be efficiently and effectively managed-- Applying a personal touch even if your reps are a thousand miles away-- Ensuring everyone on the team delivers a consistent image and message-- Hosting sales conferences that will motivate and activate any sales force-- Coaching your sales force to achieve win-win resultsUsing plenty of sample forms and worksheets, this guide will put any sales manager on track for success.
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Synopsis
This guide is intended for new sales managers. It identifies and explores essential principles including: recruitment; training; motivation; designing and managing sales territories; and increasing sales.
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The First-Time Sales Manager: A Survival Guide (Self-Counsel Business Series)
Published by
Self-Counsel Press, Inc., 1993
ISBN 10: 0889087741
ISBN 13: 9780889087743
Used
paperback
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