Fundamentals of Sales Management for the Newly Appointed Sales Manager

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ISBN: 9780814408735 | 0814408737
Cover: Paperback
Copyright: 2/24/2006

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Making the leap into sales management means meeting a whole new set of challenges. As a manager, you're going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you've been handed these unfamiliar responsibilities, you're going to have to think on your feet...or face the possibility of not living up to expectations.

ACKNOWLEDGMENTS

CHAPTER 1. Transitioning to Sales Management: New Responsibilities and Expectations

(19)

Going from "Selling" to "Managing"

(3)

Understanding the Current Sales Culture

(4)

Understanding Who Is on the Current Team

(4)

The Challenges of Being on Two Teams at Once

(3)

Embracing Change

(1)

The Big Picture—Short- and Long-Term

(2)

What's Next?

(2)

CHAPTER 2. It's All About Communication

(28)

Listening Skills

(2)

The Theory Behind Communication Styles

(1)

The Origins of DISC Theory

(3)

The Four-Quadrant System

(11)

How Roles and Situations Affect Your Style

(1)

Working with People with Different Styles

(1)

Strategies for Improving Communications

(3)

Running an Effective Meeting

(3)

Presentation Skills

(3)

CHAPTER 3. Sales Planning: Setting the Direction for the Sales Team

(27)

Aligning the Corporate Strategy with the Sales Team

(2)

Where Sales Fits in the Corporate Structure

(1)

The Customer-Centric Organization

(5)

Marketing's Relationship to Sales

(7)

Creating a Plan

(1)

Characteristics of a Good Plan

(6)

Continuous Planning

(1)

Assessing the Business

(5)

CHAPTER 4. Time Management, Territory Planning, and Sales Forecasting

(23)

Time Management

(5)

The Art of Delegating

(5)

Sales Territory Planning

(13)

CHAPTER 5. Recruiting, Interviewing, and Hiring the Very Best

(30)

Enhancing Your Current Team

(1)

Developing Specific Criteria for the Selection Process

(5)

Optimal Sources for Recruiting

104

(8)

The Number One Rule in Recruiting: Constantly Recruit

112

(1)

Ensuring a Positive Interview Process

113

(9)

The Written Offer

122

(4)

Firing Is Inevitable

126

(2)

CHAPTER 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards

128

(29)

Classical Motivation Theory

129

(11)

Sales Compensation and Incentives Planning

140

(11)

Benefits and the Total Compensation Package

151

(1)

Nonfinancial Incentives—Rewards and Recognition

152

(5)

CHAPTER 7. Training, Coaching, and Counseling: When and How to Apply Each

157

(30)

Methods of Training Based on Learning Styles

157

(5)

The Core Concepts of Reinforcement

162

(5)

The Development of Winners

167

(12)

Coaching and Counseling

179

(1)

Goal-Setting Sessions

179

(8)

CHAPTER 8. Stepping Up to Be a True Leader

187

(20)

The Characteristics of a Team

188

(2)

Matching Your Team with Your Customer's Team

190

(4)

The Evolution of a Team

194

(1)

Time to Lead

195

(12)

INDEX

207

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Fundamentals of Sales Management for the Newly Appointed Sales Manager

Summary

Author Biography

Table of Contents

Supplemental Materials

FREE SHIPPING

Rent More, Save More! Use code: BBRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

Fundamentals of Sales Management for the Newly Appointed Sales Manager

Summary

Author Biography

Table of Contents

Supplemental Materials

Digital License