Book description
Newly-appointed sales managers have their work cut out for them. They have to master the art of management—no small feat in itself—while also leading a sales team to victory.
Fundamentals of Sales Management for the Newly Appointed Sales Manager gives readers everything they need to immediately excel at their new responsibilities, from communicating better, to training and much more.
The book contains the must-have information and guidance new sales managers need to make a smooth transition without missing a beat.
Table of contents
- Copyright
- Acknowledgments
- Transitioning to Sales Management: New Responsibilities and Expectations
- It’s All About Communication
- Sales Planning: Setting the Direction for the Sales Team
- Time Management, Territory Planning, and Sales Forecasting
- Recruiting, Interviewing, and Hiring the Very Best
- Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards
- Training, Coaching, and Counseling: When and How to Apply Each
- Stepping Up to Be a True Leader
- Index
Product information
- Title: Fundamentals of Sales Management: For the Newly Appointed Sales Manager
- Author(s):
- Release date: January 2006
- Publisher(s): AMACOM
- ISBN: 9780814408735
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