ROBERT J. CALVIN

BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

This fast and easy guide offers

• Ideas for sourcing, screening, and selecting the best candidates
• 作者簡介

  Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training. Calvin's previous book, Sales Management, won the Soundview Award for one of the 30 best business books in 2001.

• 目次

  Preface

  Acknowledgments

  Part 1: Creating the Sales Force

  Chapter 1: People, Process, Technology, and Performance

  Part 2: Hiring the Best: Terminating the Rest

  Chapter 2: Job Descriptions, Candidate Profiles, and Sourcing

  Chapter 3: Screening and Selecting

  Part 3: Training for Results

  Chapter 4: Product, Competitor, and Customer Knowledge

  Chapter 5: Selling Skills

  Chapter 6: Field Coaching and Sales Meetings

  Part 4: Sales Force Compensation

  Chapter 7: Total Salesperson Compensation: The Mix Between Fixed and Performance Pay

  Chapter 8: Salary, Commission, and Bonus Plans and Reimbursed Expenses

  Part 5: Sales Force Organization

  Chapter 9: Channel Choice and Architecture

  Chapter 10: Sizing and Deployment: Time and Territory Management

  Part 6: Goal Setting

  Chapter 11: Sales Forecasting and Planning

  Part 7: Motivating Salespeople

  Chapter 12: Recognition, Feeling Important, Challenge and Achievement, and Freedom and Authority

  Chapter 13: Personal Growth, Esteem, Belonging, Leadership, and Sales Contests

  Part 8: Performance Management

  Chapter 14: Performance Evaluations

  Final Thoughts

  Final Exam

  Answer Key

  Index