The Sales manager's guide to training and developing your team
McGraw-Hill, Aug 1, 1992 - Business & Economics - 188 pages
This essential resource includes checklists to help the reader manage a staff; forms for training, planning, and evaluating performance; and a list of additional sources of information for further assistance. It shows how to: set goals that are realistic and fair but aspire to top results; resolve problems before they escalate to astronomical proportions; recruit, interview, and select the best candidates to represent your company; train the sales staff for superior results; conduct efficent--and highly productive meetings; fairly evaluate performance and lead the sales team to success.
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accomplish achieve action ager analyze answer applicant areas attitude audiovisual aids better boss Brainstorming buyer candidates Chapter coaching Compact disk Dale Carnegie decision Dial Corporation district manager effective employee evaluate expected experience feel field sales manager Figure give Goal Discussion he/she hire his/her ideas identify important improve interview knowledge learner Learning Cube ment Morris Plains motivate NSSTE objectives participants performance appraisals person positive reinforcement possible programs recruiting rep's requirements responsibilities reward role Rubik's Cube Sales and Marketing sales call sales force sales job sales meeting sales presentation sales rep sales representatives sales staff sales training salespeople salesperson screening selection selling skills solutions specific Step success supervision target question teaching techniques tell territory things tion trainers training job training resources understanding Videocassettes worksheet