LEADER 04375nam 2200625 450 001 9910784537103321 005 20200520144314.0 010 $a1-281-12647-0 010 $a9786611126476 010 $a0-8144-2939-4 035 $a(CKB)1000000000366056 035 $a(EBL)1638692 035 $a(OCoLC)871224383 035 $a(SSID)ssj0000075012 035 $a(PQKBManifestationID)11115794 035 $a(PQKBTitleCode)TC0000075012 035 $a(PQKBWorkID)10126934 035 $a(PQKB)10003791 035 $a(Au-PeEL)EBL1638692 035 $a(CaPaEBR)ebr10843698 035 $a(CaONFJC)MIL112647 035 $a(CaSebORM)9780814408735 035 $a(MiAaPQ)EBC1638692 035 $a(EXLCZ)991000000000366056 100 $a20050809h20062006 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aFundamentals of sales management for the newly appointed sales manager /$fMatthew Schwartz 205 $a1st edition 210 1$aNew York :$cAMACOM,$d[2006] 210 4$dİ2006 215 $a1 online resource (225 p.) 300 $aIncludes index. 311 $a0-8144-0873-7 327 $aCover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style 327 $aWorking with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning 327 $aChapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition 327 $aChapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index 330 $aEasy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager 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. Dispensing with dry theory, the book 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. 606 $aSales management 606 $aManagement 615 0$aSales management. 615 0$aManagement. 676 $a658.8/1 700 $aSchwartz$b Matthew$f1969-$01500601 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910784537103321 996 $aFundamentals of sales management for the newly appointed sales manager$93727338 997 $aUNINA