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21st Sales Management

21st Sales Management

          
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About the Book

21st Century Sales Management was very nearly called 'Unleash the Tiger' and that is a good hint at the power, grace and potential that a reader of this new book will have after studying these intelligent and thoughtful pages. Sales management is a neglected area of Business expertise because, while Marketing is an established 'science', the sales function is frequently not understood by managers who have little experience of it and find difficulty recruiting, motivating and supervising sales peopleoften with damaging consequences.

The book will appeal equally to independent or SME business owners and directors as well as sales directors and managers in the Corporate sector who want to increase effectiveness at middle management level.

Clearly and systematically, the book examines a realistic and practical range of Topics of concern to anyone managing the sales function, at whatever level :

  • why sales is difficult if you are not in sales
  • differences between sales and marketing
  • sales peoplewho are they ?
  • recruiting and structuring the sales Team
  • sales peoplewho are they ?
  • recruitmenting and structuring the sales team
  • sales as an integral part of the Organization
  • commission and bonusare salespeople only interested in money?
  • alternativescould you have someone else selling for you?/li>10. ...and much more of interest and importance.


About the Author
Peter Chambers graduated in Mechanical Engineering and moved rapidly into sales, representing Lucas in Europe. Then to Massachusettsbased Digital, Ibm and Sun Microsystems in the thick of the Internet boom. Presently an independent sales consultant, Peter brings nearly thirty years of selling experience to SMEs who cannot afford the intensive training common in the larger corporations.


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Product Details
  • ISBN-13: 9788184081152
  • Publisher: Indiana Publishing House
  • Binding: Paperback
  • ISBN-10: 8184081154
  • Publisher Imprint: Indiana Publishing House

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