The Ultimate Sales Managers' Guide

1. Auflage 2006
ISBN: 978-0-471-97318-8
Verlag: Wiley

Buch, Englisch, 240 Seiten, Format (B × H): 157 mm x 235 mm, Gewicht: 509 g

Praise for The Ultimate Sales Managers' Guide

"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."
—Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors

"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization."
—Jim Keenan, President and CEO, Spherion (Canadian Operations)

"In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind."
—Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts

"Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step."
—Paula Kutka, Editor in Chief, staffdigest magazine

"Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team."
—Tim Pulte, Executive Managing Director, GVA Smith Mack

Autoren/Hrsg.

Klymshyn, John

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Außenhandel
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Foreword ix

Acknowledgments xiii

About the Author xv

Introduction xvii

Part I Finding, Keeping, and Releasing Salespeople

1 Hiring 3

2 Training 31

3 Performance Evaluation 59

4 The Three-tiered Sales Team 69

5 Rewards and Recognition 81

6 When to Fire a Salesperson 89

Part II Sales Meetings

7 Group Meetings 105

8 One-on-One Meetings—Fifteen Minutes of Fame 115

Part III Planning and Preparation

9 Goals Lead to Greatness 127

10 The Three-step Business Plan 143

11 Ten Tasks Today 151

Part IV Skills All Salespeople Should Have

12 Cold Calling 161

13 Presentation Skills 167

14 Closing Techniques All Salespeople Should Know 181

15 Expectation Management 189

Appendix A: A Brief Discussion of Attributes 39 Through 52 203

Appendix B: 52 Attributes of the Ultimate Sales Manager 207

Index 211

Über Autor(innen)

JOHN KLYMSHYN has been a professional speaker for more than eighteen years. He is the founder and President of The Business Generator, Inc., a management, sales, and communications training and coaching firm.