Sales Management Demystified

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McGraw Hill Professional, May 4, 2007 - Business & Economics - 400 pages

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.

 

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Contents

Hiring The Best Terminating The Rest
17
Training For Results
81
Sales Force Compensation
161
Sales Force Organization
203
Goal Setting
249
Motivating Salespeople
283
Performance Management
339
Final Thoughts
375
Final Exam
377
Answer Key
389
Index
393
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About the author (2007)

Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training. Calvin's previous book, Sales Management, won the Soundview Award for one of the 30 best business books in 2001.

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