The Essential Sales Management Handbook: Your Secret Weapon to Success

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McGraw Hill Professional, 2007 - Business & Economics - 278 pages

At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, The Essential Sales Management Handbook has it all, featuring:

  • Best practices for building strong team relationships,motivating sales professionals to sell at their highest level, and running effective meetings
  • Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies
  • Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills
  • Powerful ideas, suggestions, real-life stories, and practices from successful companies

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About the author (2007)

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine.

For more books in the Selling Power Success library and information on the magazine, visit

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