Sales Excellence Systematic Sales Management [Hardcover]

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.This thought-provoking book considers organizational sales performance at a high, strategic level, offering specific guidance in managing the entire organizations sales function. The authors introduce and apply a practical checklist-based scoring system.

Introduction.- Sales Strategy - Setting the Fundamental Course.- Sales Management - Designing Structures and Processes, Managing People and Living the Culture.- Information Management as the Key to Professionalism in Sales.- Customer Relationship Management - Staying on the Ball!.

From the reviews:

This book covers all the topics that are relevant for the daily tasks of a Sales Manager. It is more relevant & not only for experienced managers but also for managers who are still looking for their appropriate style. & Sales Excellence is a must read for sales managers from the top down to the first line. The book does a great job of segmenting the important aspects of the things you can control as a manager. (inspireandaction.wordpress.com, 2013)

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