The Essential Sales Management Handbook Your Secret Weapon to Success

by Gschwandtner, Gerhard

• ISBN13: 9780071476027
• ISBN10: 0071476024
• Edition: 1st
• Format: Hardcover
• Copyright: 2007-01-09
• Publisher: McGraw-Hill Education

Summary

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 Handbookhas 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

Author Biography

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.

Table of Contents

Hiring the best	p. 11
Testing potential candidates	p. 29
Training essentials	p. 43
Motivation strategies that work	p. 61
Making the most of sales meetings	p. 77
Understanding and using awards	p. 87
Incentive plans that boost performance	p. 95
Managing a variety of personalities	p. 115
Coaching your staff	p. 135
The essentials of team building	p. 149
Implementing an effective sales process	p. 155
Choosing and implementing effective CRM technology	p. 165
A manager's guide to ethics	p. 181
The ins and outs of compensation	p. 191
Best practices in sales management	p. 203
Managing with psychology	p. 209
Navigating change management	p. 221
Above all, be a leader	p. 233
Success tips	p. 253
Test your skills	p. 261
Table of Contents provided by Blackwell. All Rights Reserved.