The Essential Sales Management Handbook

The Essential Sales Management Handbook

By Gerhard Gschwandtner
McGraw Hill December 2006

Specifications

ISBN-13
9780071476027
Publisher
McGraw Hill
Publication
December 2006
Format
Hardback , 264 pages
Jurisdiction
International ? Countri(es) for reference only

Details

At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, The Essential Sales Management Handbook has it all, featuring:

  • Best practices for building strong team relationships,motivating sales professionals to sell at their highest level, and running effective meetings
  • Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies
  • Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills
  • Powerful ideas, suggestions, real-life stories, and practices from successful companies

Table of Contents

1.Hiring

2.Testing

3.Training

4.Motivate

5.Sales Meetings

6.Awards

7.Incentives

8.Managing Personalities

9.Coaching

10.Team Building

11.Sales Process

12.CRM Technology

13.Ethics

14.Compensation

15.Best Practices

16.Resources

17.Psychology

18.Change Management

19.Leader

20.Success Tips

About the Author

 

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine.

For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

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