7 Secrets to Successful Sales Management: The Sales Manager's Manual

Front Cover
CRC Press, 29. dets 1997 - 256 pages
There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

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Contents

Vision
13
Leadership
19
GoalsYou Must Have Them
33
Recruiting Selecting and Hiring Winners
45
Training the Winners
53
Coaching Your Team
75
MotivationKey to Excellence
103
SizzlemanshipThe Elmer Wheeler Story
119
Performance Management
141
Managing Sales Meetings
165
The Electronic Office
179
Humor and Storytelling in Selling and Managing
187
Strategic AlliancesMaking the Team Work
203
Selling OverseasThe Impact of Export
211
Environment Ethics and Quality
221
Index
231

Time Management
127

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