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Sales Management Demystified

ISBN10: 0071486542 | ISBN13: 9780071486545

Sales Management Demystified
ISBN10: 0071486542
ISBN13: 9780071486545
By Robert Calvin

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BUILD and manage a SALES FORCE that's worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.

Preface

Acknowledgments

Part 1: Creating the Sales Force

Chapter 1: People, Process, Technology, and Performance

Part 2: Hiring the Best: Terminating the Rest

Chapter 2: Job Descriptions, Candidate Profiles, and Sourcing

Chapter 3: Screening and Selecting

Part 3: Training for Results

Chapter 4: Product, Competitor, and Customer Knowledge

Chapter 5: Selling Skills

Chapter 6: Field Coaching and Sales Meetings

Part 4: Sales Force Compensation

Chapter 7: Total Salesperson Compensation: The Mix Between Fixed and Performance Pay

Chapter 8: Salary, Commission, and Bonus Plans and Reimbursed Expenses

Part 5: Sales Force Organization

Chapter 9: Channel Choice and Architecture

Chapter 10: Sizing and Deployment: Time and Territory Management

Part 6: Goal Setting

Chapter 11: Sales Forecasting and Planning

Part 7: Motivating Salespeople

Chapter 12: Recognition, Feeling Important, Challenge and Achievement, and Freedom and Authority

Chapter 13: Personal Growth, Esteem, Belonging, Leadership, and Sales Contests

Part 8: Performance Management

Chapter 14: Performance Evaluations

Final Thoughts

Final Exam

Answer Key

Index

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