Sales management demystified : a self-teaching guide
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
McGraw-Hill ,
c2007
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| Series: | Demystified series
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| Subjects: | |
| Online Access: | Table of contents only Contributor biographical information Publisher description |
Table of Contents:
- 1-Creating the sales force: 1. People, process, technology, performance
- 2-Hiring the best, terminating the rest: 2. Job description, candidate profile and sourcing
- 3. Screening and selecting
- Training for results: 4. Product, competitor and customer knowledge
- 5. Selling skills
- 6. Field coaching and sales meetings
- 4-Sales force compensation: 7. Total sales force compensation; The Mix Between fixed and performance pay
- 8. Salary, commission and bonus plans. reimbursed expenses
- 5-Sales force organization: 9. Channel choice and architecture
- 10. Sizing and deployment
- Time and territory management
- 6-Goal setting: 11. Sales forecasting and sales planning
- 7-Motivating sales people: 12. Recognition, feeling important, challenge and achievement, freedom and authority
- 13. Personal growth, esteem, belonging, leadership, sales contests
- 8-Performance management: 14. Performance evaluations
- Final thoughts