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Sales Management and Organisation

A set of simple, practical, proven, award-winning techniques for managing your sales force effectively and profitably.


GBP 9.99
EUR 11.99
USD 19.95

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The high cost of deploying sales people means effectiveness is a key business issue. This book provides a set of simple, practical, proven, award-winning techniques based on published and private research on the needs of today’s sales force and the successful sales management system developed by Professor John Adair.



Part One – Philosophy

Part Two – Framework
  1. Agree targets and objectives
  2. Organise appointments and travelling
  3. Plan and prioritise daily
  4. Developing existing customers
  5. Find profitable new customers
  6. Know your products and markets
  7. Monitor and manage performance
  8. Master your paperwork
  9. Get more from your meetings
  10. Managing your own development

Part Three – System

The author

Peter Green formed his own sales and management development consultancy in 1989. Previously, he had worked for J Bibby and the Hallmark Cards Group in sales, training and development, personnel and marketing services, up to European management and director level. One of the first Chartered Marketers, he is past Chairman of the Sales Training Association, a member of the Institute of Management, a Fellow of the Institute of Personnel and Development and an Investors in People adviser.

The contents of this book are based on the ideas and techniques which enabled him to be the first winner of a national sales management excellence award.

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Paperback ISBN-10: 1 85418 167 X
ISBN-13: 978 185418167 1
Pages: 176
GBP 9.99
EUR 11.99
USD 19.95
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