Sales Management For Dummies, 1st Edition

  • Butch Bellah
  • Published By:
  • ISBN-10: 1119094054
  • ISBN-13: 9781119094050
  • DDC: 658.81
  • Grade Level Range: College Freshman - College Senior
  • 360 Pages | eBook
  • Original Copyright 2015 | Published/Released June 2017
  • This publication's content originally published in print form: 2015

  • Price:  Sign in for price



With a proven sales management and execution process, this resource aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more.

Table of Contents

Front Cover.
Half Title Page.
Title Page.
Copyright Page.
Contents at a Glance.
Table of Contents.
Welcome to the World of Sales Management.
1: You’re a Sales Manager — Now What?.
2: So You Got the Job, Now What Do You Do?.
3: Establishing Good Working Relationships across Departments.
Building the Team.
4: Who’s On First: Building Your Best Team.
5: Adding New Players to the Team.
6: Hiring and Onboarding New Staff.
7: Defining Your Sales Process and Training Your Team.
Training and Development.
8: Defining Your Expectations.
9: Ongoing Training and Helping Your Salespeople Grow.
10: Creating and Running an Effective Sales Meeting.
Sales Meetings and Key Performance Indicators.
11: Measuring What Matters: Key Performance Indicators.
12: Assessing Performance: Keeping Score and Celebrating Wins.
13: Addressing Poor Performance: Counseling and Critiquing Effectively.
Now You’re Managing.
14: Inspiring Your Superstars: Managing Your Best People.
15: Making Cuts: When It’s Time to Let Someone Go.
16: Managing for the Future: Developing Careers of Future Leaders.
The Part of Tens.
17: Ten Traits of a Successful Sales Manager.
18: Ten Things that Destroy Your Credibility.
19: Ten Signs of a Struggling Salesperson.
20: Top Ten Apps for a Busy Manager.
About the Author.
Author’s Acknowledgments.
Publisher’s Acknowledgments.
Wiley End User License Agreement.