THE ESSENTIAL SALES MANAGEMENT HANDBOOK

At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, The Essential Sales Management Handbook has it all, featuring:

• Best practices for building strong team relationships,motivating sales professionals to sell at their highest level, and running effective meetings
• Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies
• Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills
• Powerful ideas, suggestions, real-life stories, and practices from successful companies
• 作者簡介

  Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine.

  For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

• 目次

  1.Hiring

  2.Testing

  3.Training

  4.Motivate

  5.Sales Meetings

  6.Awards

  7.Incentives

  8.Managing Personalities

  9.Coaching

  10.Team Building

  11.Sales Process

  12.CRM Technology

  13.Ethics

  14.Compensation

  15.Best Practices

  16.Resources

  17.Psychology

  18.Change Management

  19.Leader

  20.Success Tips