The Art Of Sales Management
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The Art Of Mastering Sales Management
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Author : Thomas A. Cook
language : en
Publisher: CRC Press
Release Date : 2009-11-24
The Art Of Mastering Sales Management written by Thomas A. Cook and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-11-24 with Business & Economics categories.
If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leader
The Art Of Sales Management
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Author : Michael Delaware
language : en
Publisher: If, and or But Publishing
Release Date : 2013-02-09
The Art Of Sales Management written by Michael Delaware and has been published by If, and or But Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-02-09 with categories.
The 'The Art of Sales Management' is about the art of being a successful sales manager, and guiding the most talented people in an economy. The Art of Sales Management lessons imparted in this book consist of lessons learned over four decades in the field of salesmanship and sales management by the author.The book is designed to be both a philosophical and practical text on the subject. Sales Management refers to the managing of a team of salespeople, and building them into a 'team' rather than having them merely function as a 'group'. Teams work together as a cohesive unit, and 'groups' tend to be a collection of individuals working independently, often going in different directions. This book seeks to engage the sales manager in the excitement of building any group of salespeople into a cohesive unit or team; brand new or long established.A selection of the important information covered in this book is:* How to conduct successful sales meetings, and get results.* How to train new salespeople.* How to train a group and make them into a team.* How to build a seasoned core of salespeople.* How to make the entire sales activity into a game played by a team.* How to resolve conflicts and commission disputes.* How a manager should function with salespeople individually vs groups.* Fifty Golden sales management lessons learned over four decades.* Lessons from the Art of War by Sun Tzu for a sales manager to use.* How to develop and follow a long range plan and unexpected changes.* Creating organizational systems and efficiency in a sales office.* What are good bonus systems, and which ones should be avoided?* How to guide the group with a common purpose, and leadership.* How to get a sales team into a magical rhythm of consistent production.This book was written to be a lighthearted look at some of the daily lessons a sales manager learns, and at the same time offer insight into how to break a salesperson out of their personal comfort zone, and reach new personal heights of success. The book is also interwoven with comparisons to the activity of sports, as well as the lessons learned about the warmth and spiritual nature of life itself when working to bring out the talents in those you lead. Here is a brief excerpt from the introduction of this book which best describes the magic within its pages."I call these lessons 'learned on the fly' because the knowledge gained from the experiences connected with them were very much akin to the spirit of the outfielder in baseball running backward at full speed, looking towards the heavens, trying to not lose sight of the ball or fail to notice the sensation of gravel from the warning track under his feet as he knowingly approaches a solid wall. His focused intention guides him into trying to make the catch to save the game for his team, his city and the harmony of his own moment. Decisions in these situations are made in an instant. One weighs the purpose of the game, the success of the catch and one's own safety of survival in a fleeting moment, and in all hopes one lives to tell about it in the glow of great success.Similar factors are in play when one is in the heat of managing others, factoring all the elements, and trying to not lose sight of the greater good, when making hard decisions for the company, the other players, the individual plays in the game and you. Such is the art of sales management."Finally, this book is not only about sales management, it is about leadership, teamwork and making each experience in life into a 'moment', and learning the lessons from those experiences and moments and thus becoming even better at what you do. It is about creating and experiencing the game of sales as it was meant to be played.
The Art Of Modern Sales Management
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Author : Renie McClay
language : en
Publisher: Association for Talent Development
Release Date : 2014-02-03
The Art Of Modern Sales Management written by Renie McClay and has been published by Association for Talent Development this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-03 with Business & Economics categories.
Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world.
The Art Of Sales Management
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Author : Michael Delaware
language : en
Publisher: If, and or But Publishing
Release Date : 2013-03-11
The Art Of Sales Management written by Michael Delaware and has been published by If, and or But Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-03-11 with categories.
If you're a sales manager who wants to know the secrets of sales management, training effective salespeople, and building teamwork, then in this book you will discover how to get on the road to prosperity right now! This book is about sales and sales management, and how it is driven by a goal maker. It is about the understanding of goals, and how to inspire others to achieve their individual goals, as well as the group goals that you set. In fact, if you want to know how to inspire and motivate into existence productive salespeople, then this eBook - "The Art of Sales Management: Revelations of a Goal Maker" - gives you the answers to the important questions and challenges every sales manager faces, including: - How do you effectively manage salespeople? - How do you build teamwork? - How do you inspire others to follow the goals you set?- How do you achieve rising sales week after week? - How do you make struggling salespeople achieve happiness?- How do you create continuous expansion? - How do you create harmony in a competitive sales environment? - How do you become an inspiring 'goal maker' that others will follow?- How do you use the power imagination to inspire others to set their own goals'... and more! So, if you're serious about wanting prosperity and you want to build a team of productive salespeople who will follow you as a goal maker, then you should avail yourself of this book to become the sales manager you have always wanted to be, regardless of your experience level. Any Sales Manager can succeed and inspire others as a goal maker, if they follow the advice herein and use the tools provided. It is based on a proven system from a sales manager that took a small company and created 10X the expansion in just a few short years. This book explains how understanding the magic of goals made that possible, and passes on the candle of that success to you as a reader.
Sales Management Success
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Author : Warren Kurzrock
language : en
Publisher: John Wiley & Sons
Release Date : 2019-10-22
Sales Management Success written by Warren Kurzrock and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-10-22 with Business & Economics categories.
The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.
Managing Mavericks
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Author : Leslie J. Ades
language : en
Publisher: McGraw Hill Professional
Release Date : 1992
Managing Mavericks written by Leslie J. Ades 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 1992 with Business & Economics categories.
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.
Sales Management For Dummies
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Author : Butch Bellah
language : en
Publisher: John Wiley & Sons
Release Date : 2015-10-05
Sales Management For Dummies written by Butch Bellah and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-10-05 with Business & Economics categories.
Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.
The Sales Manager S Mentor
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Author : Mentor Press LLC
language : en
Publisher:
Release Date : 2012-11-15
The Sales Manager S Mentor written by Mentor Press LLC and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-15 with categories.
Sales Management
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Author : John B Ford
language : en
Publisher: Routledge
Release Date : 2003-12-08
Sales Management written by John B Ford and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-12-08 with Business & Economics categories.
As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: * cross-cultural negotiations * hiring, training, motivating and evaluating the international sales force * Customer Relationship Management (CRM) * sales territory design and management. Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.