Sales management demystified a self-teaching guide
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| Main Author: | |
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| Format: | Book |
| Published: |
New York
McGraw-Hill
2007
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| Edition: | 2nd Edition |
| Series: | McGraw-Hill "Demystified" series
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| Subjects: | |
| Online Access: | Click Here to View Status and Holdings. |
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Table of Contents:
- Creating the sales force
- People, process,technology,performance
- Hiring the best,terminating the rest
- Job description, candidate profile and sourcing
- Screening and selecting
- Training for results
- Product,competitor and customer knowledge
- Selling skills
- Field coaching and sales meetings
- Sales force compensation
- Total sales force compensation
- Between fixed and performance pay
- Salary, commission and bonus plans. reimbursed expenses
- Sales force organization
- Channel choice and architecture
- Sizing and deployment
- Time and territory management
- Goal setting
- Sales forecasting and sales planning
- Motivating sales people
- Recognition, feeling important, challenge and achievement, freedom and authority
- Personal growth, esteem, belonging, leadership, sales contests
- Performance management
- Performance evaluations
- Final thoughts
How to sell against competition