7 Secrets to Successful Sales Management: The Sales Manager's ManualCRC 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!" |
From inside the book
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Page vi
... Selling and Managing 88 Teamwork ............ When a Team Is Not Your Dream .. 88 90 How to Set Up Satisfying Quotas Coaching Performance Test Selling the " Big Q " in Your Coaching and Training Framing the Picture ......... Quality ...
... Selling and Managing 88 Teamwork ............ When a Team Is Not Your Dream .. 88 90 How to Set Up Satisfying Quotas Coaching Performance Test Selling the " Big Q " in Your Coaching and Training Framing the Picture ......... Quality ...
Page viii
... Selling Overseas - The Impact of Export Preliminary Steps Prior to Selling Overseas Strategic Alliances Abroad How to Sell Overseas Like a Native Establishing Your Overseas Sales Force Opportunities in the Future ........ 17 Environment ...
... Selling Overseas - The Impact of Export Preliminary Steps Prior to Selling Overseas Strategic Alliances Abroad How to Sell Overseas Like a Native Establishing Your Overseas Sales Force Opportunities in the Future ........ 17 Environment ...
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Contents
Vision | 13 |
Leadership | 19 |
GoalsYou Must Have Them | 33 |
How to Coach Your Salespeople to Score a Field Goal | 41 |
Putting the Excel into Excellence | 47 |
Training the Winners | 53 |
Learning from Experience | 61 |
The Seven Areas of Training New Salepeople | 67 |
SizzlemanshipThe Elmer Wheeler Story | 119 |
Time Management | 127 |
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 |
Common terms and phrases
achieve American areas asked automation behavior Ben & Jerry's better CHAPTER coaching company's cost customer's develop Ed Jackson effective Elmer Wheeler employees environment environmental Ernest Dichter establish ethics evaluation experience export feedback home office humor important improve individual international trade Jeanne Robertson leaders listen look ment million motivation objectives overseas percent performance appraisal Phil Crosby problems product or service professional profit programs prospect quotas road warriors Robert Orben Robert Townsend Ross Perot sales aids Sales and Marketing sales call sales force sales manager sales manager's sales meeting sales performance sales presentation sales representative sales reps sales staff sales team sales training salespeople salesperson selling skills specific Step story strategic alliances successful task techniques tell territory things tion Tom Peters total quality management vision VP Sales