Sales Management and Organisation
Sales & Marketing
Overview
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.
Book Details
Downloads
Content
Introduction
Part One – Philosophy
- The importance of people
- What are you paid to do?
- Your philosophy checklist
- Agree targets and objectives
- Organise appointments and travelling
- Plan and prioritise daily
- Developing existing customers
- Find profitable new customers
- Know your products and markets
- Monitor and manage performance
- Master your paperwork
- Get more from your meetings
- Managing your own development
Part Three – System
- Introduction
- System layout summary
- Personal, home and social
- Year overview
- Journey plan
- Monthly overview
- Day planners
- Note paper
- Customer records
- Weekly call plan
- Call frequency/product code index
- Call frequency overview
- Key account plans
- Pre-call plans
- Prospect criteria/prospect code index
- Prospect overview
- Prospect records
- Product benefits plan
- Weekly call summary
- Sales graphs
- Quarterly summary
- Personal development plan
- Meeting plans
- Summary implementation checklist
- Guideline questions for a sales audit