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This book helps the newly appointed field sales manager to convert their selling skills into management skills and shows how the transition from a player to coach can be successfully achieved. The book concentrates on the problems managers face and points out what they must do to solve them. It offers new insights on changes in technology, distribution, and the complexion of the modern sales force.
Practical examples are used to show how to –
Broaden outlook
Communicate both up and down the chain of command
Plan a sales force operation
Implement the plan
Appraise and advise reps
Recruit, train, and keep good reps
Run efficient, inspiring sales meetings
Control every aspect of operations.ISBN-- 9788120337411
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