Managing Your New Sales Territory
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Managing Your New Sales Territory
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Author : Mike Winger
language : en
Publisher:
Release Date : 2020-03-29
Managing Your New Sales Territory written by Mike Winger and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-03-29 with categories.
Every business has their own approach to training but more often than not, it's up to the salesperson to figure out how to do the practical aspects of their job.This quick start guide provides the solution. Mike has condensed almost 40 years of real-life sales experience into an easy to digest work. He shows you how to quickly find success by mentoring your clients, overcoming roadblocks, and prioritizing your projects and activities.Although the book was written specifically for people who sell to established accounts, the information found here will be valuable to anyone in the sales field, regardless of their specific industry. * * * See what sales professionals have already said about this book: "Mike Winger does an exceptional job of translating his many years of sales and territory management experience into a comprehensive, concise, and easy-to-read book, which will prove valuable to all sales people, new or experienced. People new to field sales and wanting to 'hit the ground running' should read this book as soon as possible. It will save you time and effort!" Walter H. Bennett - Outdoor Power Equipment Industry "Mike's book is just what it says 'a quick start guide to sales.' It is concise, well organized, a quick read and easy to understand. His examples are applicable to any industry." Gloria Miller - Industrial Electronic Component Sales "A must read for a serious sales person. Mike Winger lays out your pathway to success. His analytic approach to sales is a beautiful thing... I wish I had this book when I started my sales career. I would have been successful much sooner." Paul Moore - Floral Network Sales "The practical insights and application that come from Mike's experience and success is what set this book apart for me. Everyone from entry level to experienced manager can learn (or be reminded) from the ideas and techniques referenced in this book!" Trent N. Springer - Retail Hardware Coop Management
Managing A Sales Territory
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Author : Gerard J. Carney
language : en
Publisher:
Release Date : 1971
Managing A Sales Territory written by Gerard J. Carney and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1971 with Sales Management, Inc categories.
Fundamentals Of Sales Management For The Newly Appointed Sales Manager
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Author : Matthew Schwartz
language : en
Publisher: AMACOM
Release Date : 2006-02-24
Fundamentals Of Sales Management For The Newly Appointed Sales Manager written by Matthew Schwartz and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-02-24 with Business & Economics categories.
This invaluable resource helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Making the leap into sales management means meeting a whole new set of challenges. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have to think on your feet -- or face the possibility of not living up to expectations. Dispensing with dry theory, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team and as a team leader. You’ll learn how to: Make a smooth transition into management Build a superior, high-functioning sales team Set objectives and plan performance Delegate responsibilities Recruit new employees Improve productivity and effectiveness This book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers; developing a sales plan and understanding the relationship between corporate, department, and individual plans; applying crucial time management skills to your new role; managing a sales territory; interviewing and hiring the right people; building a motivational environment; compensating your people; and understanding the difference between training, coaching, and counseling?and knowing how to excel at each.
How To Manage The Sales Territory For Maximum Growth
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Author : Howard Berrian
language : en
Publisher:
Release Date : 1978*
How To Manage The Sales Territory For Maximum Growth written by Howard Berrian and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1978* with Sales management categories.
Create Sales Territory For Maximum Sales
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Author : Frans M. Royan
language : id
Publisher: Elex Media Komputindo
Release Date : 2014-06-18
Create Sales Territory For Maximum Sales written by Frans M. Royan and has been published by Elex Media Komputindo this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06-18 with Business & Economics categories.
Buku ini termasuk buku pemasaran. Penulis berupaya memetakan kebutuhan para marketer bagaimana memetakan daerah pemasaran. Maksud pemetaan adalah tak lain untuk meningkatkan penjualan. Di dalam buku ini diterangkan strategi dan cara pengawasannya.
The Development Implementation And Analysis Of A Sales Territory Management Program
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Author : William A. Fredrick
language : en
Publisher:
Release Date : 1976
The Development Implementation And Analysis Of A Sales Territory Management Program written by William A. Fredrick and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1976 with Sales management categories.
Territory Management
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Author :
language : en
Publisher:
Release Date : 1986
Territory Management written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Sales categories.
Territory management is a business game designed to stimulate your thinking and improve your ability to manage a sales territory for optimum return. It can be played by individuals or small teams of 3-5 salespeople.
Be Your Own Sales Manager
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Author : Tony Alessandra
language : en
Publisher: Simon and Schuster
Release Date : 1990-05-01
Be Your Own Sales Manager written by Tony Alessandra and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990-05-01 with Business & Economics categories.
Be Your Own Sales Manager puts the most up-to-date management techniques at your fingertips, offering smart strategies designed to give you a competitive edge. In today's fast-moving, fiercely competitive markets, sales is more than a job, it is a career, a profession requiring special knowledge and specific skills. You have to be your own boss, take on the responsibilities—and reap the rewards—of sales management.
Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance
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Author : Jason Jordan
language : en
Publisher: McGraw Hill Professional
Release Date : 2011-10-14
Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance written by Jason Jordan and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-14 with Business & Economics categories.
Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
From Selling To Managing
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Author : Ronald Brown
language : en
Publisher: AMACOM
Release Date : 1990-08-01
From Selling To Managing written by Ronald Brown and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990-08-01 with Business & Economics categories.
The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.