Synopses & Reviews
A One-Volume, MBA-Level Course of Buildingand Motivatingan Award-Winning Sales Force
Successful sales management is not so much a program as it is a process; a number of essential components that, when designed carefully and assembled properly, work as a seamless unit to produce consistent sales excellence. Sales Management explains and presents a working model for tackling each important step. It then shows you how to use those models to excel in the changing business landscape where product/service life is shortening and sales cycles are lengthening and becoming more complex.
Sales Management covers everything todays sales management executive needs to know about:
* Strategy and objectives
* Hiring o Training o Compensation
* Organization
* Deployment
* Forecasts
* Sales plans
* Nonmonetary motivation
* Sales force automation
* Performance evaluations
As a sales manager, your career success depends on the success of your sales team. Let Sales Management show you how to recruit, train, and retain todays top sales talentand mold them into a top-performing, cohesive sales unit!
Look to the McGraw-Hill Executive MBA Series for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. Other titles in the series include:
* Finance & Accounting for Non-Financial Managers
* Mergers & Acquisitions
Sales Management details the strategy, tactics, qualitative and quantitative knowledge, and hands-on instruction found in todays finest business schools and executive education seminars, then outlines a step-by-step model for constructing and maintaining a superior sales organization. Sales managers, sales force team leaders, marketing executives, and other professionals can use its proven formulas for success, case studies, exercises, charts, checklists, and quizzes to discover how to:
* Always look for new, better salespeople, and treat hiring as a proactiverather than reactivetool
* Understand and use technology, sales force automation, customer relationship management, ecommerce, and the Internet to increase sales force productivity and capacity
* Use probing interview questions and reference checking to build a compelling, accurate picture of each job applicant, allowing you to hire the best and reduce turnover
* Test all salespeopleeven those with years in the fieldon products, competitors, customer knowledge, and selling skills. Use the results to create quarterly individual development plans
* Use focused "ride-withs" to observe change adoption, and reinforce best practices
* Expertly use proper channel choice, sales force architecture, targeting, deployment, sizing, and territory management to lower costs and increase revenues
* Profile each salesperson as to needs, goals, aspirations, and problems, then use this knowledge to personalize your motivational strategies
* Design compensation plans that reward salespeoples actions and results that are most important for your companys success
* Develop quarterly appraisals, which not only evaluate salespeoples results but also the skills, knowledge, action, and personal characteristics that drive those results
As a sales manager in todays global marketplace you are faced with enormous challenges, from more aggressive, agile competition to an increasingly rootless sales force. Let Sales Managementa new and important component of the McGraw-Hill Executive MBA Seriesshow you how to meet and overcome each of these challenges and put together a sales force that is confident, competitive, and committed to meeting and exceeding its sales goals.
Synopsis
The Handy Paperback Edition of McGraw-Hill's One-Volume, MBA-Level Course on Sales Management The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.
Look to this all-in-one sales manager's guide for comprehensive facts and analysis on:
- Strategy and objectives
- Hiring
- Training
- Compensation
- Organization
- Deployment
- Forecasts
- Sales plans
- Nonmonetary motivators
- Sales force automation
- Performance evaluations
As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals--and mold that team into a motivated and cohesive sales unit--in Sales Management.
Look to the McGRAW-HILL EXECUTIVE MBA SERIES for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. Other paperback titles in the series include:
- Finance and Accounting for Nonfinancial Managers
- Mergers and Acquisitions
- Corporate Strategy
Synopsis
THE MCGRAW-HILL EXECUTIVE MBA SERIES "Executive education is suddenly every CEO's favorite strategic weapon."
--BusinessWeek
Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
Synopsis
THE MCGRAW-HILL EXECUTIVE MBA SERIES "Executive education is suddenly every CEO's favorite strategic weapon."
--BusinessWeek
Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
About the Author
Robert J. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. Dr. Calvin is also president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy. He is the author of Entrepreneurial Management.