Sales Management For Dummies

Butch Bellah

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Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummie...

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Beschreibung

Guide your sales force to its fullest potential

With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more.

Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales--from prospecting to closing.

Shows you how to reach your fullest potential in sales
Helps you effectively inspire great performance form any sales force
Demonstrates how to prospect, recruit, and increase your organization's income and success
Teaches you how to manage sales teams to greatness

If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

Autorentext

Butch Bellah is an expert salesperson, trainer, author, motivational speaker, and one-time stand-up comedian. For more than 30 years, he has honed his sales skills and trained others in the fine art of gaining more appointments, winning more business, and retaining more customers.

Zusammenfassung
Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of salesfrom prospecting to closing.

Shows you how to reach your fullest potential in sales
Helps you effectively inspire great performance form any sales force
Demonstrates how to prospect, recruit, and increase your organization's income and success
Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

Inhalt
Introduction 1

Part I: Welcome to the World of Sales Management 7

Chapter 1: You're a Sales Manager Now What? 9

Chapter 2: So You Got the Job, Now What Do You Do? 19

Chapter 3: Establishing Good Working Relationships across Departments 41

Part II: Building the Team 59

Chapter 4: Who's On First: Building Your Best Team 61

Chapter 5: Adding New Players to the Team 77

Chapter 6: Hiring and Onboarding New Staff 87

Chapter 7: Defining Your Sales Process and Training Your Team 105

Part III: Training and Development 129

Chapter 8: Defining Your Expectations 131