Sales Management Demystified

3.62 avg rating
( 8 ratings by GoodReads )
 
9780071486545: Sales Management Demystified

BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

This fast and easy guide offers

  • Ideas for sourcing, screening, and selecting the best candidates
  • Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills
  • The model for choosing the most successful sales force organization and deployment
  • Monetary and nonmonetary methods to reward positive sales force action and results
  • Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics

Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.

"synopsis" may belong to another edition of this title.

About the Author:

Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training. Calvin's previous book, Sales Management, won the Soundview Award for one of the 30 best business books in 2001.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Calvin, Robert
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Quantity Available: 1
Seller
Omega Books and More Inc.
(Springdale, AR, U.S.A.)
Rating
[?]

Book Description Book Condition: New. FAST shipping, FREE tracking, and GREAT customer service! We also offer International and EXPEDITED shipping options. Bookseller Inventory # 3D79XG001QQJ

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 4.09
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

2.

Calvin, Robert
Published by McGraw-Hill (2007)
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Softcover Quantity Available: 1
Seller
Book Deals
(Lewiston, NY, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2007. Book Condition: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service!. Bookseller Inventory # ABE_book_new_0071486542

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 13.33
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Calvin, Robert
Published by McGraw-Hill (2007)
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Paperback Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2007. Paperback. Book Condition: New. 1. Bookseller Inventory # DADAX0071486542

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 9.36
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

4.

Calvin, Robert
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Paperback Quantity Available: 1
Seller
AMAZINGBOOKDEALS
(IRVING, TX, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. Bookseller Inventory # 0071486542BNA

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 10.00
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

5.

Calvin, Robert
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Quantity Available: 1
Seller
Castle Rock
(Pittsford, NY, U.S.A.)
Rating
[?]

Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97800714865451.0

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 13.58
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

6.

Calvin, Robert
Published by McGraw-Hill Education (2007)
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Quantity Available: > 20
Print on Demand
Seller
PBShop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2007. PAP. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Bookseller Inventory # IQ-9780071486545

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 14.10
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

7.

Calvin, Robert
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Paperback Quantity Available: > 20
Print on Demand
Seller
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. This item is printed on demand. Item doesn't include CD/DVD. Bookseller Inventory # 955109

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 14.16
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

8.

Calvin, Robert
Published by McGraw-Hill Education - Europe, United States (2007)
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Paperback Quantity Available: 10
Print on Demand
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2007. Paperback. Book Condition: New. 221 x 185 mm. Language: English . Brand New Book ***** Print on Demand *****. BUILD and manage a SALES FORCE that s worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team. Bookseller Inventory # APC9780071486545

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 21.86
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

9.

Calvin, Robert
Published by McGraw-Hill (2007)
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Paperback Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2007. Paperback. Book Condition: New. book. Bookseller Inventory # 0071486542

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 22.93
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

10.

Calvin, Robert
Published by McGraw-Hill Education - Europe, United States (2007)
ISBN 10: 0071486542 ISBN 13: 9780071486545
New Paperback Quantity Available: 10
Print on Demand
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2007. Paperback. Book Condition: New. 221 x 185 mm. Language: English . Brand New Book ***** Print on Demand *****.BUILD and manage a SALES FORCE that s worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team. Bookseller Inventory # APC9780071486545

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 23.13
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book