Secrets of the master sales managers

• Main Author: Henry, Porter (Author)
• Format: Book
• Published: New York Amacom 1993
• Subjects: Sales management
• Online Access: Click Here to View Status and Holdings.
• Physical Description: ix, 166 pages illustrations 24 cm
• Bibliography: Includes bibliographical references (page 155-159) and index
• ISBN: 0814402216

If you're a front-line sales manager, you know it can take years to figure out the tricks of the trade - unless you're fortunate enough to have a respected peer to turn to for advice. Secrets of the Master Sales Managers is the first book to transform the tales of working sales managers into a readable, informative book. It features the contributions of twenty-two sales managers from a range of companies, including Dow Chemical USA, GTE, Nabisco, Mary Kay Cosmetics, Merrill Lynch, and CIBA. Together, they address the most up-to-the-minute approaches and thinking on a wide range of sales issues, including how to recruit and select new reps; train effectively and efficiently; motivate through coaching, reviews, and incentives; handle sales reports, communications, and meetings; help reps through slumps and plateaus; review performance; implement incentive plans and sales contests. Secrets of the Master Sales Managers shares original advice and countless tips for handling both routine challenges of the job and more serious issues. You'll learn how to productively work alongside sales reps and handle both their highs and lows. You'll even discover how to better manage your own activities by letting go of customers, delegating downwards, setting priorities, and eliminating time wasters. Whatever the size of your company, the role of sales manager is the key to selling success. Studies show that a "poor" salesperson under a good manager is as likely to succeed as a "top" salesperson under a not-so-good manager. "In short, the quality of the manager is as important a factor in a sales rep's success as intelligence, motivation, communication skills, and all the other factors mentioned in predictive tests," asserts Henry. Written by sales managers for sales managers, this insightful guide supplies exactly the kind of inside take on managing people that enables you to be your best. Armed with its sensible advice, you'll quickly master all aspects of your job as a front-line sales manager - and quickly become a master sales manager yourself.