Sales Management Demystified
McGraw-Hill Professional (Verlag)
978-0-07-148654-5 (ISBN)
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.
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.
PrefaceAcknowledgmentsPart 1: Creating the Sales ForceChapter 1: People, Process, Technology, and PerformancePart 2: Hiring the Best: Terminating the RestChapter 2: Job Descriptions, Candidate Profiles, and SourcingChapter 3: Screening and SelectingPart 3: Training for ResultsChapter 4: Product, Competitor, and Customer KnowledgeChapter 5: Selling SkillsChapter 6: Field Coaching and Sales MeetingsPart 4: Sales Force CompensationChapter 7: Total Salesperson Compensation: The Mix Between Fixed and Performance PayChapter 8: Salary, Commission, and Bonus Plans and Reimbursed ExpensesPart 5: Sales Force OrganizationChapter 9: Channel Choice and ArchitectureChapter 10: Sizing and Deployment: Time and Territory ManagementPart 6: Goal SettingChapter 11: Sales Forecasting and PlanningPart 7: Motivating SalespeopleChapter 12: Recognition, Feeling Important, Challenge and Achievement, and Freedom and AuthorityChapter 13: Personal Growth, Esteem, Belonging, Leadership, and Sales ContestsPart 8: Performance ManagementChapter 14: Performance EvaluationsFinal ThoughtsFinal ExamAnswer KeyIndex
| Reihe/Serie | Demystified |
|---|---|
| Zusatzinfo | 35 Illustrations |
| Sprache | englisch |
| Maße | 183 x 234 mm |
| Gewicht | 690 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-07-148654-2 / 0071486542 |
| ISBN-13 | 978-0-07-148654-5 / 9780071486545 |
| Zustand | Neuware |
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