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Book Description

The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to: * Plan sales force operations efficiently * Implement the plan * Appraise the sales force and operations * Control operations * Communicate up and down in the organization * Recruit and maintain the sales force From Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.

Table of Contents

  1. Cover
  2. Half title
  3. Title
  4. Contents
  5. Preface to the Revised Edition
  6. 1. The Transition From Selling to Managing
  7. 2. Planning: The First Step
  8. 3. Implementing the Plan
  9. 4. The Appraisal Process
  10. 5. The Control Function
  11. 6. Effective Communications
  12. 7. District Sales Meetings
  13. 8. Recruiting, Selecting, and Training New Sales Reps
  14. Index
  15. Copyright
52.90.131.200