Sales Management Demystified

• Cover Type: Paperback with 400 pages
• Published by: McGraw-Hill
• Edition: 1st Edition April 23, 2007
• Written in: English
• ISBN 10 Number: 0071486542
• ISBN 13 Number: 978-0071486545
• Book Dimensions: 8.7 x 7.3 x 1.1 inches
• Weighs: 1.6 pounds

BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

This fast and easy guide offers

• Ideas for sourcing, screening, and selecting the best candidates
• Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills
• The model for choosing the most successful sales force organization and deployment
• Monetary and nonmonetary methods to reward positive sales force action and results
• Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics

Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.

About The Author

Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training. Calvin's previous book, Sales Management, won the Soundview Award for one of the thirty best business books in 2001.

Reader Reviews
Sales Management Demystified leaves no stone unturned for both newly promoted and experienced sales managers. For the newly promoted sales manager, Calvin's book is a front-to-back, comprehensive self-teaching guide to creating, hiring, training, compensating, organizing, motivating and evaluating a sales force. The experienced sales manager will find this book to be an excellent resource and reality check for any task at hand, such as planning a sales meeting, restructuring a sales channel, or dealing with sudden, unexpected turnover in the sales force. Whether reading this book front-to-back or using it as a resource to research a particular sales problem, sales managers will appreciate Calvin's conversational tone and reader-friendly formatting. I especially liked the way each chapter's subtopic got its own distinct subheading, which made it easy to pick up the book and quickly find a discussion of any sales management problem currently at hand. If you are only going to read one sales force management book this year, I'd strongly recommend that it should be Sales Management Demystified. Charles M. Cohon President Prime Devices Corporation