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The New Sales Manager; Challenges for the 21st Century

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The New Sales Manager; Challenges for the 21st Century by Walter Vieira, 9780761936039
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  • ISBN: 9780761936039 | 0761936033
  • Cover: Paperback
  • Copyright: 9/10/2007
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The second edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. It has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and caselets, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management: - Communication - The use of technology - Networking - Managing time - Selecting and recruiting salespersons - Morale and motivation - Appraising and developing salespersons - The role of governance

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