The Sales Manager's Desktop Guide

✍ Scribed by Mike Gale, Julian Clay

• Publisher: Thorogood
• Year: 2007
• Tongue: English
• Leaves: 202
• Series: Desktop Guide series
• Edition: 1st
• Category: Library

✦ Synopsis

A ready reference for issues faced by sales managers, this book details sales planning, account management, managing the sale, building relationships, motivating the team, managing change, and sales targets leadership.

✦ Table of Contents

About the authors......Page 5
Icons......Page 10
Introduction......Page 11
1. Leadership......Page 19
2. Sales planning......Page 37
3. Managing your accounts......Page 55
4. Building business relationships......Page 71
5. Managing the sale......Page 81
6. Communication and development......Page 97
7. Motivating the team......Page 119
8. Personal effectiveness......Page 141
9. Managing change......Page 159
10. Recruitment......Page 175
11. Selling through indirect channels......Page 191
CONTENTS......Page 7