The sales manager's success manual / Wayne M. Thomas.

Format:

Book

Author/Creator:

Thomas, Wayne M.

Contributor:

Books24x7, Inc.

Language:

English

Subjects (All):

Sales management.

Selling.

Physical Description:

1 online resource (xii, 228 p. ) ill. ;

Place of Publication:

New York : AMACOM/American Management Association, c2008 (Norwood, Mass. : Books24x7.com [generator])

Language Note:

English

System Details:

text file

Summary:

Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager’s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: * hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.

Contents:

PART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility

The sales force

Sales environment

Sales control and policies

Channels

Product/market match

Competition

The customer

The market

PART II. PERSONAL COACHING. Facts-in-the-Future (tm)

The truth about statistics, or why you need a BS (bad statistics) filter

The gullibility factor

Intuition

How much information is enough?

Mind games

Walk a mile in the CFO's shoes

The brain of a sales manager

Evolution in sales management

The CEO and sales force success

Perception sticks like glue

FAQs: frequently asked questions

Notes

Bibliography

Index.

Notes:

Title from title screen.

Includes bibliographical references and index.

Digitized and made available by: Books24x7.com.

Description based on publisher supplied metadata and other sources.

ISBN:

9786611128227

9781281128225

1281128228

9780814409787

0814409784

OCLC:

1024280894