ISBN 9788132108627,For the Sales Manager

For the Sales Manager


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ISBN 9788132108627

SAGE Publications Ltd

Publication Year 2011

ISBN 9788132108627

ISBN-10 8132108620


Number of Pages 390 Pages
Language (English)


The box set includes the following 2 titles : 1.) The New Sales Manager The Second Edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management: Communication The use of technology Networking Managing time Selecting and recruiting salespersons Morale and motivation Appraising and developing salespersons The role of governance 2.) 9 Brand Shaastras This book highlights the importance of the salesperson in an organization and approaches the sales management function from the motivational dimension. Restoring the lost vocational esteem to the salesperson?s job, the author Takes an integrated look at management decisions, both strategic and operational, and works out each as a motivator for the salesperson Emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives Highlights the importance of the behavioral transactions that have to take place for a sale to be successful Stresses the need to devise appropriate training programs for salespersons The author draws extensively from his personal and research experience to create easy-to-apply frameworks for various sales management functions.