The Ultimate Sales Managers' Guide 销售经理完全手册

作者: John Klymshyn 著

出版社: John Wiley & Sons

出版时间: 2006-09

版次: 1

ISBN: 9780471973188

定价: 227.00

装帧: 精装

开本: 其他

纸张: 胶版纸

页数: 216页

分类: 外文古旧书>英文书>管理

Managing salespeople has been compared to herding cats, but it just might be the most important function in any company. Getting it right can mean the difference between astounding success and abject failure. For too long, sales managers have been flying blind without the guidance and resources they need to succeed.


  Thankfully, The Ultimate Sales Managers' Guide addresses all of the most important issues and concerns facing sales managers today. It presents practical, real-world solutions to everyday challenges and covers virtually every aspect of the job. It's a comprehensive resource dedicated to helping every sales manager at every level of experience lead their sales teams to consistent success.


   Contrary to popular opinion, exceptional sales management is a skill you can learn, and here you'll find all the newest and most effective management techniques and strategies. But your success doesn't rely solely on your ability to motivate your people; it's based on your other behaviors as well—from the way you speak and carry yourself to the way you display leadership in the office. This one-of-a-kind guide will change the way you manage your teams from top to bottom by first changing the way you manage yourself.


   In addition to the newest and latest tactics, you'll also get firsthand accounts, fresh ideas, and proven wisdom from senior-level executives and sales managers in industries from commercial real estate to advertising to staffing to hospitality. Their real-world guidance will show you what truly works and help you tailor your style to match the needs of your particular business.


   Look inside and learn how to:


   Recruit, hire, train, and develop motivated, dedicated people


   Keep individual salespeople on track and motivated


   Turn boring sales meetings into creative, constructive forums


   Build a team that focuses on corporate, team, and personal goals


   Master the vital management skills of leadership, training, and discipline


   Discover the best practices and tactics of top sales managers


   Manage your time so you can work more efficiently


   Communicate expectations and goals clearly and often


   Achieve consistent success and constant improvement


   If you want to achieve the very highest level of sales success and become "The Ultimate Sales Manager," this book offers the tools, skills, and step-by-step guidance to get you there. JOHN KLYMSHYN has been a professional speaker for more than eighteen years. He is the founder and President of The Business Generator, Inc., a management, sales, and communications training and coaching firm. FOREWORD

ACKNOWLEDGMENTS

ABOUT THE AUTHOR

INTRODUCTION

Part Ⅰ  Finding, Keeping, and Releasing Salespeople

  1 HIRING

  2 TRAINING

  3 PERFORMANCE EVALUATION

  4 THE THREE-TIERED SALES TEAM

  5 REWARDS AND RECOGNITION

  6 WHEN TO FIRE A SALESPERSON

Part Ⅱ  Sales Meetings

  7 GRouP MEETINGS

  8 ONE-ON-ONE MEETINGS--FIFTEEN MINUTES OF FAME

Part Ⅲ  Planning and Preparation

  9 GOALS LEAD TO GREATNESS

  10 THE THREE-STEP BUSINESS PLAN

  11 TEN TASKS TODAY

Part Ⅳ  Skills All Salespeople Should Have

  12 COLD CALLING

  13 PRESENTATION SKILLS

  14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW

  15 EXPECTATION MANAGEMENT

APPENDIX A: A BRIEF DISCUSSION OF AI-IRIBUTES 39 THROUGH 52

APPENDIX B: 52 AFIRIBUTES OF THE ULTIMATE SALES MANAGER

INDEX
内容简介:
Managing salespeople has been compared to herding cats, but it just might be the most important function in any company. Getting it right can mean the difference between astounding success and abject failure. For too long, sales managers have been flying blind without the guidance and resources they need to succeed.


  Thankfully, The Ultimate Sales Managers' Guide addresses all of the most important issues and concerns facing sales managers today. It presents practical, real-world solutions to everyday challenges and covers virtually every aspect of the job. It's a comprehensive resource dedicated to helping every sales manager at every level of experience lead their sales teams to consistent success.


   Contrary to popular opinion, exceptional sales management is a skill you can learn, and here you'll find all the newest and most effective management techniques and strategies. But your success doesn't rely solely on your ability to motivate your people; it's based on your other behaviors as well—from the way you speak and carry yourself to the way you display leadership in the office. This one-of-a-kind guide will change the way you manage your teams from top to bottom by first changing the way you manage yourself.


   In addition to the newest and latest tactics, you'll also get firsthand accounts, fresh ideas, and proven wisdom from senior-level executives and sales managers in industries from commercial real estate to advertising to staffing to hospitality. Their real-world guidance will show you what truly works and help you tailor your style to match the needs of your particular business.


   Look inside and learn how to:


   Recruit, hire, train, and develop motivated, dedicated people


   Keep individual salespeople on track and motivated


   Turn boring sales meetings into creative, constructive forums


   Build a team that focuses on corporate, team, and personal goals


   Master the vital management skills of leadership, training, and discipline


   Discover the best practices and tactics of top sales managers


   Manage your time so you can work more efficiently


   Communicate expectations and goals clearly and often


   Achieve consistent success and constant improvement


   If you want to achieve the very highest level of sales success and become "The Ultimate Sales Manager," this book offers the tools, skills, and step-by-step guidance to get you there.
作者简介:
JOHN KLYMSHYN has been a professional speaker for more than eighteen years. He is the founder and President of The Business Generator, Inc., a management, sales, and communications training and coaching firm.
目录:
FOREWORD

ACKNOWLEDGMENTS

ABOUT THE AUTHOR

INTRODUCTION

Part Ⅰ  Finding, Keeping, and Releasing Salespeople

  1 HIRING

  2 TRAINING

  3 PERFORMANCE EVALUATION

  4 THE THREE-TIERED SALES TEAM

  5 REWARDS AND RECOGNITION

  6 WHEN TO FIRE A SALESPERSON

Part Ⅱ  Sales Meetings

  7 GRouP MEETINGS

  8 ONE-ON-ONE MEETINGS--FIFTEEN MINUTES OF FAME

Part Ⅲ  Planning and Preparation

  9 GOALS LEAD TO GREATNESS

  10 THE THREE-STEP BUSINESS PLAN

  11 TEN TASKS TODAY

Part Ⅳ  Skills All Salespeople Should Have

  12 COLD CALLING

  13 PRESENTATION SKILLS

  14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW

  15 EXPECTATION MANAGEMENT

APPENDIX A: A BRIEF DISCUSSION OF AI-IRIBUTES 39 THROUGH 52

APPENDIX B: 52 AFIRIBUTES OF THE ULTIMATE SALES MANAGER

INDEX

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The Ultimate Sales Managers' Guide 销售经理完全手册

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