The New Sales Manager: Challenges for the 21st Century (Paperback-2024)

The second edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. It is also an interesting, quick revision for senior sales managers who want to revisit the theory of sales management, in a painless, and perhaps, entertaining way.

Covering the entire range of functions of a sales manager, the book has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and caselets to match the changes in the business environment.

The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management:

• Communication

• The use of technology

• Networking

• Managing time

• Selecting and recruiting salespersons

• Morale and motivation

• Appraising and developing salespersons

• The role of governance

Walter Vieira is President, Marketing Advisory Services Group, Mumbai.