Sales ManagementSales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations. |
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achievements Action points Checklist appraisal benefits brand budgets business-to-business buyer buying candidate communications company’s competitive costs coverage customers develop Discounts and allowance display distribution distributors ensure environment export factors fast moving consumer feedback field sales manager Figure focus Hightown identify impact Improve incentives increase inputs interview job functions journey planning key account manager key performance indicators key result areas locations market sector market segments market share marketing plans measure meeting merchandising monitoring motivation moving annual total needs normally outlets point of sale potential product category profit programmes promotional activity relation relevant responsibilities rewards sale material sales and marketing sales force sales forecasts sales performance sales promotion sales team sales volumes segment selling skills specific strategies structure sumer supplier Table target target market techniques tion trade channel trends turnover TY/LY typical users wholesalers widget