Duration:
Self-study or classroom training
Description:
The 50-Minute Manager Series was designed to cover critical business and professional development topics in the shortest time possible. Our easy-to-read,
easy-to-understand format can be used for self-study or classroom training, or even office training. With a wealth of hands-on exercises, the 50-Minute
books keep you engaged and help you retain critical skills.
Use this book to learn sales management. In this book, you'll learn to create an effective sales team; promote effective sales performance through
training, evaluations, and sales meetings; manage sales territories through strategy and reviews; understand and develop forecasts for sales revenue; and
motivate sales teams through compensation and other tactics.
Table of Contents:
Chapter 1: Effective Sales Teams
Managing Sales
Guidelines for Successful Selling
Selecting Sales Professionals
Interviewing Candidates
Building Relationships
Building Trust in Sales Teams
Chapter 2: Effective Sales Performance
Training Sales Professionals
Effective Training
Sales Performance
Planning for a Performance Evaluation
Conducting Performance Evaluations
Sales Meetings
Setting Goals During Sales Meetings
Chapter 3: Managing Sales Territories
Territory Strategy
Conducting Territory Reviews
Chapter 4: Forecasting Sales Revenue
Understanding Sales Forecasts
Developing Forecasts
Chapter 5: Motivating Sales Teams
Motivating Sales Professionals
Sales Compensation Plan
Benefits of a Sales Compensation Plan
Increasing Motivation Levels
Measuring Motivation Levels
Actions to Increase Motivation Levels
Improving Sales Performance
Following Up on Substandard Performance