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The New Sales Manager: Challenges for the 21st Century
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The New Sales Manager: Challenges for the 21st Century
Publisher: Sage Publications | English | September 10, 2007 | ISBN: 0761936033 | PDF | 224 pages | 1.38Mb
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. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen.
Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management: Communication The use of technology Networking Managing time Selecting and recruiting salespersons Morale and motivation Appraising and developing salespersons The role of governance
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