The New Sales Manager: Challenges for the 21st Century

Name: The New Sales Manager: Challenges for the 21st Century
Brand: Atlantic Publishers & Distributors (P) Ltd
SKU: 9788126937707
Price: 372.0 INR
Availability: InStock

by Walter Vieira

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ISBN13: 9788126937707
Binding: Paperback
Subject: Business Management
Publisher: Atlantic Publishers & Distributors (P) Ltd
Publisher Imprint: Atlantic
Publication Date: February 16, 2024
Pages: 204
Original Price: INR 495.0
Language: English
Edition: N/A
Item Weight: 220 grams
BISAC Subject(s): General

About The Book

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

About The Author

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

Table of Contents

Preface
Acknowledgements
1. The Trauma of Promotion
2. From Caterpillar to Butterfly
3. Serious Deficiencies of Salesmen
4. A Difficult and Challenging Job
5. Comparative Top Problems in Sales Force Management
6. Qualities Liked and Disliked
7. Attributes for Success
8. Managing the Job
9. Managing Time
10. Key Role in Corporate Planning
11. The Planning Process
12. Selecting and Recruiting Salesmen
13. Focused Salesmen Training
14. Planning the Itinerary
15. Effective Communication
16. Beyond Words
17. Written Reports
18. Making Meetings Work
19. Morale and Motivation
20. Effective Control
21. Appraising and Developing Salesmen
22. Discussing the Appraisal
23. The Salesman Who Won’t Improve
24. Common Errors
25. A Focus on Ethics
The New Sales
26. Values and the Sales Manager
27. Age of Networking and Cooperation
28. The Sales Manager in the 21st Century
29. Ten Commandments
Sample Forms
About the

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