The New Sales Manager: Challenges for the 21st Century (Response Books)

Vieira, Walter

Published by SAGE Publications Pvt. Ltd 2002-02-04, 2002
ISBN 10: 0803993854 / ISBN 13: 9780803993853
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Synopsis: This practice-orientated book has been specially designed to help new sales managers understand their new role and responsibilities. The author has provided a balanced approach and covers: effective communication; managing time; selecting and recruiting salespeople; morale and motivation; and appraising and developing salespeople. Covering the entire range of a sales manager's functions, the ideas presented in this book are applicable to every type of organization.

About the Author:

Walter Vieira is the President of Marketing Advisory Services Group, which he founded in 1975. Prior to that, he spent 14 years working with various corporations?Glaxo, Warner Lambert and the Boots Company. A Certified Management Consultant and a Fellow of the Institute of Management Consultants of India, he provides training services and consultancy in business and marketing strategies to several organisations in India and abroad.

Walter Vieira has taught at leading management institutes in India, and has lectured at the J.L. Kellogg School of Management, Northwestern University, Drexel Business School, Philadelphia and Cornell Business School, all in the USA; Boston Management School, Zaragosa, Spain and many others. He was invited to address the World Congress of Management Consultants in Rome (1993), Yokohama (1996) and Berlin (1999), and has been active in social marketing for organisations such as Cancer Aid, World Wildlife Fund and Consumer Education and Research Council. Walter Vieira has served as the President of the Institute of Management Consultants of India (1987?1992), was the Founder Chairman of the Asia?Pacific Conference of Management Consultants (1989?1990) and Chairman of the International Council of Management Consulting Institutes, USA (World apex body) (1997?1999).

He has published more than 9000 articles in the business and general press and is on the Advisory Board of the Journal of Management Consultants, USA. Walter Vieira has also authored 11 books of which 3 were written jointly with C. Northcote Parkinson and M.K. Rustomji. His most recent books include The New Sales Manager and Successful Selling.

Walter was given the Lifetime Achievement Award for Consulting in India in 2005; and the Lifetime Achievement Award for

Marketing in India in 2009. Walter is on the world speaker list at in Europe; and Philip Kotler, the world guru of Marketing describes him as one of the best speakers on Marketing in Asia.

For more on Walter Vieira, go to waltervieira.com or write to waltervieira@gmail.com

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Bibliographic Details

Title: The New Sales Manager: Challenges for the ...
Publisher: SAGE Publications Pvt. Ltd 2002-02-04
Publication Date: 2002
Binding: PAPERBACK
Book Condition: Good

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