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Sales Management For Dummies

Vörumerki: Dummies Series
Vörunúmer: 9781119094050
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Sales Management For Dummies

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Rafbók til leigu í 120 daga. Útgáfa: 1

Efnisyfirlit

  • Cover
  • Introduction
    • About This Book
    • Foolish Assumptions
    • Icons Used in This Book
    • Beyond the Book
    • Where to Go from Here
  • Part I: Welcome to the World of Sales Management
    • Chapter 1: You’re a Sales Manager — Now What?
      • Understanding Your Role as a Sales Manager
      • Transitioning from Salesperson to Sales Manager
      • Assessing Your Current Team
      • Establishing Your Management Style
    • Chapter 2: So You Got the Job, Now What Do You Do?
      • Understanding Your Role as Sales Manager
      • Establishing Your Own Management Style
      • Displaying the Characteristics of a Successful Leader
    • Chapter 3: Establishing Good Working Relationships across Departments
      • Communicating Effectively as a Sales Manager
      • Listening Carefully and Asking Questions
      • Navigating Personalities at Work
      • Writing like a Manager
      • Avoiding the Pitfalls of Email
  • Part II: Building the Team
    • Chapter 4: Who’s On First: Building Your Best Team
      • Evaluating Your Current Sales Team
      • Key Elements of a Successful Salesperson
    • Chapter 5: Adding New Players to the Team
      • Recruiting New Sales Talent
      • Interviewing Candidates
      • Avoiding the So-Called Professional Interviewees
      • Knowing When to Make the Offer
    • Chapter 6: Hiring and Onboarding New Staff
      • Hiring Your Next Superstar
      • Onboarding: An Annoying Word But an Important Process
      • Designing a Winning Onboarding Packet
    • Chapter 7: Defining Your Sales Process and Training Your Team
      • Mapping the Path from Prospect to Customer: Defining Your Sales Process
      • Training Your Team on Planning and Prospecting
      • Presentation Is Everything
      • Teaching “Asking for the Sale”
      • Training Your Team in Finalizing the Sale
      • Training Your Team to Request Referrals
      • Knowing the Product
      • Making the Most of Sales Technology
  • Part III: Training and Development
    • Chapter 8: Defining Your Expectations
      • Defining Your Expectations in Writing
      • Setting Up the Guardrails: Providing Regular Guidance
      • Developing an Incentive Program that Works
    • Chapter 9: Ongoing Training and Helping Your Salespeople Grow
      • Recognizing the Value of Ongoing Training
      • Keeping the Fire Burning: Providing Ongoing Training and Development
      • Spring Training: Planning an Annual Professional Development Event
      • Bringing in an Outside Trainer
      • When Less Is Actually More: Avoiding Burnout among Team Members
    • Chapter 10: Creating and Running an Effective Sales Meeting
      • Developing a Sales Meeting Calendar
      • Conducting a Sales Meeting
      • Avoiding the Pitfalls: What Not to Do
      • Leave ’Em Wanting More
  • Part IV: Sales Meetings and Key Performance Indicators
    • Chapter 11: Measuring What Matters: Key Performance Indicators
      • The Big Three KPIs
      • Looking at other Measurable Matrices
      • Using CRM Software
      • Looking at the Ultimate Performance Indicator
    • Chapter 12: Assessing Performance: Keeping Score and Celebrating Wins
      • Talking about the Money: Sales Forecasts, Budgets, and Goals
      • Avoiding Complacency: Competition Is Good!
      • Delivering Effective Praise
    • Chapter 13: Addressing Poor Performance: Counseling and Critiquing Effectively
      • Identifying the Cause of Poor Performance
      • Giving Regular Performance Reviews
      • Putting It in Writing: When to Issue a Written Warning
  • Part V: Now You’re Managing
    • Chapter 14: Inspiring Your Superstars: Managing Your Best People
      • Managing from the Top Down
      • Not Treating Everyone the Same But Not Treating Anyone Differently
      • Creating a Winning Environment
      • Remembering that Everyone Needs Attention
    • Chapter 15: Making Cuts: When It’s Time to Let Someone Go
      • Making the Decision to Fire Someone
      • Choosing Your Moment Carefully
      • Keeping It Professional
    • Chapter 16: Managing for the Future: Developing Careers of Future Leaders
      • Managing Future Leaders
      • Identifying the Three Types of People in Every Organization
      • Building Yourself Out of a Job: Grooming Your Replacement
      • Selecting Your Replacement
  • Part VI: The Part of Tens
    • Chapter 17: Ten Traits of a Successful Sales Manager
      • Having the Heart of a Teacher
      • Having the Curiosity of a Student
      • Exhibiting Fairness
      • Understanding Empathy
      • Being a Good Listener
      • Remaining Humble
      • Living with Integrity
      • Being Accessible
      • Possessing a Positive Attitude
      • Embracing Change
    • Chapter 18: Ten Things that Destroy Your Credibility
      • Being Dishonest
      • Acting Like a Know-It-All
      • Showing Favoritism
      • Failing to Follow Through
      • Placing Blame
      • Taking Too Much Credit
      • Procrastinating
      • Changing Commissions Unjustly
      • Sharing Privileged Information
      • Showing a Lack of Concern
    • Chapter 19: Ten Signs of a Struggling Salesperson
      • Failing to Make Required Calls
      • Frequent Tardiness
      • Placing Blame
      • Disappearing during Work Hours
      • Lack of Participation
      • Falling Customer Satisfaction
      • Deteriorating Physical Appearance
      • Increasingly Negative Attitude
      • Noticeable Lack of Motivation
      • Taking an Abnormal Amount of Time Off
    • Chapter 20: Top Ten Apps for a Busy Manager
      • Evernote
      • Any.do
      • Audible
      • Downcast
      • E-Readers
      • Pocket
      • Customer Relationship Manager Apps
      • Scanner Pro
      • Calendars 5
      • WAZE
  • About the Author
  • Cheat Sheet
  • Advertisement Page
  • Connect with Dummies
  • End User License Agreement

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Vörumerki: Dummies Series
Vörunúmer: 9781119094050
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