The Sales Manager's Desktop Guide

Overview

This comprehensive, practical guide covers all aspects of the sales manager’s role. With innovative ideas and written in a clear, practical style, this book covers:

• Leadership
• Business planning
• Recruitment
• Sales models and tools
• Motivation
• Selling through dealers and indirect channels

Throughout, you will find an abundance of checklists, charts, do’s and don’ts, summaries and special tips. The ringbound format is easy to use and offers plenty of space for your additional notes.

Content

• Leadership
• Sales Planning
• Managing your Accounts
• Building Business Relationships
• Managing the Sale
• Communication and Development
• Motivating the Team
• Personal Effectiveness
• Managing Change
• Recruitment
• Selling Through Indirect Channels

Reviews

‘Sales information, which will powerfully contribute to your company’s sales success.’

John Trumper, MD, James McNaughton Paper Group

‘It made us all rethink our approach to leadership and the whole question of sales management.’

John Formby, Training Manager, Conell Estate Agents

The authors

Mike Gale and Julian Clay are both successful consultants and speakers; areas of special interest and expertise include account management, forecasting and sales cycle analysis.