The New Sales Manager; Challenges for the

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

Walter Vieira is President, Marketing Advisory Services Group, Mumbai

Preface	p. 9
Acknowledgements	p. 10
The Trauma of Promotion	p. 11
From Caterpillar to Butterfly	p. 17
Serious Deficiencies of Salesmen	p. 21
A Difficult and Challenging Job	p. 24
Comparative Analysis-Top Problems in Sales Force Management	p. 29
Qualities Liked and Disliked	p. 32
Attributes for Success	p. 38
Managing the Job	p. 44
Managing Time	p. 50
Key Role in Corporate Planning	p. 57
The Planning Process	p. 64
Selecting and Recruiting Salesmen	p. 76
Focused Salesmen Training	p. 92
Planning the Itinerary	p. 104
Effective Communication	p. 110
Beyond Words	p. 116
Written Reports	p. 119
Making Meetings Work	p. 124
Morale and Motivation	p. 132
Effective Control	p. 141
Appraising and Developing Salesmen	p. 147
Discussing the Appraisal	p. 153
The Salesman Who Won't Improve	p. 158
Common Errors	p. 166
A Focus on Ethics	p. 171
Values and the Sales Manager	p. 175
Age of Networking and Cooperation	p. 182
The Sales Manager in the 21st Century	p. 185
Ten Commandments	p. 191
Sample Forms	p. 195
About the Author	p. 203
Table of Contents provided by Ingram. All Rights Reserved.

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The New Sales Manager; Challenges for the 21st Century

Summary

Author Biography

Table of Contents

Supplemental Materials