Sales Management

Chris Noonan

• Publisher: Routledge
• Year: 2010
• Print ISBN:
  9780750633611
  9781138153738
• Edition: 1
• eBook ISBN:
  9781136367410
• Topic: Business
• Subtopic: Business General
• Index: Business

Sales 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.

Table of contents

• Cover Page
• Half Title Page
• Series Page
• Title Page
• Copyright Page
• Contents
• Preface
• Part One Functions and Organization of the Sales Force
• Part Two: Developing a Motivating Sales Environment
• Part Three: Sales Recruitment and Training
• Part Four: Planning, Forecasting and Performance Monitoring
• Part Five: Management and Control of the Sales Force
• Part Six: Developing the Business
• Index