Book description
The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople.
A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:
* Plan sales force operations efficiently
* Implement the plan
* Appraise the sales force and operations
* Control operations
* Communicate up and down in the organization
* Recruit and maintain the sales force
From Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.
Table of contents
- Cover
- Half title
- Title
- Contents
- Preface to the Revised Edition
- 1. The Transition From Selling to Managing
- 2. Planning: The First Step
- 3. Implementing the Plan
- 4. The Appraisal Process
- 5. The Control Function
- 6. Effective Communications
- 7. District Sales Meetings
- 8. Recruiting, Selecting, and Training New Sales Reps
- Index
- Copyright
Product information
- Title: From Selling to Managing
- Author(s):
- Release date: August 1990
- Publisher(s): AMACOM
- ISBN: 9780814430194
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