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 iv
... works International Standard Book Number 1-57444-088-8 Library of Congress Card Number 97-46631 Printed in the United States of America 5 6 7 8 9 0 Printed on acid - free paper Table of Contents About the Author ix 1 The Sales.
... works International Standard Book Number 1-57444-088-8 Library of Congress Card Number 97-46631 Printed in the United States of America 5 6 7 8 9 0 Printed on acid - free paper Table of Contents About the Author ix 1 The Sales.
Page vi
... Standards and Some Interview Questions for Best Results ...... 50 6 Secret # 5 : Training the Winners 53 The Seven Principles of Adult Learning ......... 53 The ABCs of Verbal and Physical Communication Learning to Train .......... 54 ...
... Standards and Some Interview Questions for Best Results ...... 50 6 Secret # 5 : Training the Winners 53 The Seven Principles of Adult Learning ......... 53 The ABCs of Verbal and Physical Communication Learning to Train .......... 54 ...
Page vii
... Standards : Personal Example 146 Appraisal Techniques . 147 5 Steps to Effective Performance Management 149 Conducting a Sales Performance Audit 153 Identifying the Sales Manager's Job .... 155 To Measure Performance Realistically ...
... Standards : Personal Example 146 Appraisal Techniques . 147 5 Steps to Effective Performance Management 149 Conducting a Sales Performance Audit 153 Identifying the Sales Manager's Job .... 155 To Measure Performance Realistically ...
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Page 5
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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