销售管理简介SALES MANAGEMENT DEMYSTIFIED
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作者： Robert J. Calvin 著
出 版 社： Oversea Publishing House
出版时间： 2007-4-1字数：版次： 1页数： 400印刷时间： 2007/04/01开本： 16开印次： 1纸张： 胶版纸I S B N ： 9780071486545包装： 平装内容简介
Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.
Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.
This fast and easy guide offers
Ideas for sourcing, screening, and selecting the best candidates
Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills
The model for choosing the most successful sales force organization and deployment
Monetary and nonmonetary methods to reward positive sales force action and results
Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics
Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
作者简介
Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training. Calvin's previous book, Sales Management, won the Soundview Award for one of the 30 best business books in 2001.
目录
Preface
Acknowledgments
PART I: CREATING THE SALES FORCE
CHAPTER 1 People, Process, Technology, and Performance
PART 2: HIRING THE BEST; TERMINATING THE REST
CHAPTER 2 Job DescHpUons, Candidate Profiles, and Sourcing
CHAPTER 3 Screening and Selecting
PART 3: TRAINING FOR RESULTS
CHAPTER 4 Product, Competitor, and Customer Knowledge
CHAPTER 5 Selling Skills
CHAPTER 6 Field Coaching and Sates Meetings
PART 4: SALES FORCE COMPENSATION
CHAPTIR 7 Total Salesperson Compensation; The Mix Between Fixed and Performance Pay
CHAPTIR 8 Salary, Commission, and Bonus Plans and Reimbursed Expenses
PART 5: SALES FORCE ORGANIZATION
CHAPTIR 9 Channel Choice and Architecture
CHAPTIR 10 Sizing and Deployment; Time and Territory Management
PART 6: GOAL SETTING
CHAPTIR 11 Sates Forecasting and Planning
PART 7: MOTIVATING SALESPEOPLE
CHAPTIR 12 Recognition, Feeling Important, Challenge and Achievement, and Freedom and Authority
CHAPTIR 13 Personal Growth, Esteem, Belonging, Leadership, and Sates Contests
PART 8: PERFORMANCE MANAGEMENT
CHAPTIR 14 Performance Evaluations
