From Selling to Managing
Guidelines for the First-Time Sales Manager
Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
| Author: | Ronald Brown | ISBN: | 9780814430194 |
| Publisher: | AMACOM | Publication: | August 1, 1990 |
| Imprint: | AMACOM | Language: | English |
| Author: | Ronald Brown |
| ISBN: | 9780814430194 |
| Publisher: | AMACOM |
| Publication: | August 1, 1990 |
| Imprint: | AMACOM |
| Language: | English |
The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.
The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.
