Sales Management Demystified: A Self-Teaching Guide

Calvin, Robert J.

ISBN 10: 0071486542 / ISBN 13: 9780071486545

Published by McGraw-Hill Professional, 2007

About this Item

Reveals how you can grow your career as you train and retain a team of top sales professionals. This guide gives you objectives and strategies for what from developing sales plans, to creating short - and long-term sales budgets, to molding a team into a mo.

Seller Inventory # 594342146

Bibliographic Details

• Title: Sales Management Demystified: A Self-Teaching Guide
• Publisher: McGraw-Hill Professional
• Publication Date: 2007
• Language: English
• ISBN 10: 0071486542
• ISBN 13: 9780071486545
• Binding: Soft cover
• Condition: New

About this title

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 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.