Authors: Matthew Schwartz
ISBN-13: 9780814408735, ISBN-10: 0814408737
Format: Paperback
Publisher: AMACOM
Date Published: February 2006
Edition: (Non-applicable)
Matthew Schwartz (New York, NY) is a practice consultant in sales for the American Management Association. He has been quoted in publications including Forbes, CBS MarketWatch, and Sales and Marketing Management magazine.
Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to:
* Make a smooth transition into management
* Build a superior, high-functioning sales team
* Set objectives and plan performance
* Delegate responsibilities
* Recruit new employees
* Improve productivity and effectiveness
Making the leap into management -- especially sales management -- means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities.
Ch. 1 | Transitioning to sales management : new responsibilities and expectations | 1 |
Ch. 2 | It's all about communication | 20 |
Ch. 3 | Sales planning : setting the direction for the sales team | 48 |
Ch. 4 | Time management, territory planning, and sales forecasting | 75 |
Ch. 5 | Recruiting, interviewing, and hiring the very best | 98 |
Ch. 6 | Building the environment for motivation : compensation plans, recognition, and rewards | 128 |
Ch. 7 | Training, coaching, and counseling : when and how to apply each | 157 |
Ch. 8 | Stepping up to be a true leader | 187 |