The new sales manager [[electronic resource] ] : challenges for the 21st century / / Walter Vieira

• Record Nr.: UNINA9910782426603321
• Autore: Vieira Walter <1938->
• Pubbl/distr/stampa: Los Angeles, : Response Books, 2007
• ISBN: 93-5150-022-5; 1-281-96550-2; 9786611965501; 81-7829-984-4
• Edizione: [2nd ed.]
• Descrizione fisica: 1 online resource (204 p.)
• Disciplina: 658.8/1; 658.81
• Soggetti: Sales management; Management
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di contenuto: Cover; Contents; Preface; Acknowledgements; Th e Trauma of Promotion; From Caterpillar to Butterfly; Serious Deficiencies of Salesmen; A Difficult and Challenging Job; Comparative Analysis-Top Problems in Sales Force Management; Qualities Liked and Disliked; Attributes for Success; Managing the Job; Managing Time; Key Role in Corporate Planning; The Planning Process; Selecting and Recruiting Salesmen; Focused Salesmen Training; Planning the Itinerary; Effective Communication; Beyond Words; Written Reports; Making Meetings Work; Morale and Motivation; Effective Control; Appraising and Developing SalesmenDiscussing the Appraisal; The Salesman Who Won't Improve; Common Errors; A Focus on Ethics; Values and the Sales Manager; Age of Networking and Cooperation; The Sales Manager in the 21st Century; Ten Commandments; Sample Forms; About the Author
• Sommario/riassunto: The second edition of The New Sales Manager is an enormously useful. book that provides practical advice and a sound foundation in sales management. to young managers. It is also an interesting, quick revision for senior sales. managers who want to revisit the theory of ; sales management, in a painless, and. perhaps, entertaining way. Covering the entire range of functions of a sales manager, the book has been. thoroughly revised and includes plenty of illustrations, Real-life anecdotes. and caselets to match the changes in the business environment.