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

The New Sales Manager: Challenges for the 21st Century

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

Contents
Preface 7
Acknowledgements 9
1. The Trauma of Promotion 11
2. From Caterpillar to Butterfly 17
3. Serious Deficiencies of Salesmen 21
4. A Difficult and Challenging Job 24
5. Comparative Analysis
Top Problems in Sales Force Management 29
6. Qualities Liked and Disliked 32
7. Attributes for Success 38
8. Managing the Job 44
9. Managing Time 50
10. Key Role in Corporate Planning 57
11. The Planning Process 64
12. Selecting and Recruiting Salesmen 76
13. Focused Salesmen Training 92
14. Planning the Itinerary 104
15. Effective Communication 110
16. Beyond Words 116
17. Written Reports 119
18. Making Meetings Work 124
19. Morale and Motivation 132
20. Effective Control 141
21. Appraising and Developing Salesmen 147
22. Discussing the Appraisal 153
23. The Salesman Who Won’t Improve 158
24. Common Errors 166
25. A Focus on Ethics 171
The New Sales Manager
26. Values and the Sales Manager 175
27. Age of Networking and Cooperation 182
28. The Sales Manager in the 21st Century 185
29. Ten Commandments 191
Sample Forms 195
About the Author

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