7 Secrets to Successful Sales Management: The Sales Manager's Manual, 1st Edition (Hardback) book cover

7 Secrets to Successful Sales Management

The Sales Manager's Manual, 1st Edition

By Jack D. Wilner

CRC Press

256 pages

Purchasing Options:$ = USD
Hardback: 9781574440881
pub: 1997-12-29
$94.95
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Description

There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

Table of Contents

THE SALES MANAGER LOOKS AHEAD

The Seven Secrets Will Sound Familiar

Service, Service, Service

Problem Solving

Learning to Spot New Opportunities

THE SEVEN SECRETS

SECRET NO. 1-VISION

Who Are Some People with Vision?

Planning Versus Vision

The Visioning Experience

The Importance of Personal Vision

SECRET NO. 2-LEADERSHIP

Learning to Be a Leader

Leaders Are Not Born, They Are Made

Training for Leadership

Leaders Work Smarter, Not Harder

The "Societal Disease" of Our Time

The Next Generation of Leaders

The Secrets of Effective People and Companies

Sources of Employee Stress

A Few Nuggets to Mine from the Minds of America's Best Sales Managers

SECRET NO. 3-GOALS-YOU MUST HAVE THEM

Hey, I've Got Goals--In My Head!

Goal Setting is Motivating

Applying SMART to Sales

Alone or Part of the Team

A Matter of Disappointment

It's All About Pices

How to Coach your Salespeople to Score a Field Goal on Every Sales Call

SECRET NO. 4-RECRUITING, SELECTING, and HIRING WINNERS

Picking a Winner

Putting the Excel into Excellence

Recruiting Checklist

Five Selection Standards and Some Interview Questions for Best Results

SECRET NO. 5-TRAINING THE WINNERS

The 7 Principles of Adult Learning

The ABCs of Verbal and Physical Communication

Learning to Train

Learning to Develop People

Background of Sales Skill Development Curve

A Four-Step Training Process

Learning from ExperiencLearning to Delegate

Learning to Change Behavior through Experience

The Four Levels of Learning

The Seven Areas of Training New Sales People

The AICCF Formula

The AMPSA Formula

Learning About Communication

The Cost of Training New Salespeople

Thanks…For the Money!

Learn by Teaching; Teach by Learning

SECRET NO. 6-COACHING YOUR TEAM

Rules of Good Coaching

The Skills of Good Coaching

Coaching Problems and Solutions

The Team Approach to Selling and Managing

Teamwork

When a Team Is Not Your Dream

How to Set Up Satisfying Quotas

Coaching Performance Tests

Selling the "BIG Q" in your Coaching and Training

Framing the Picture

Quality Means Selling Results

A Closing Quote on Quality

Summary of Key Ideas

SECRET NO.7-MOTIVATION-KEY TO EXCELLENCE

Self-Motivation

The Dichter Dictum

Others Involved in Motivation

Dichter's Seven-Step Process

Self-Esteem: The Key to Performance

Self-Determination Fuels Motivation

When Training Is Not Enough, Motivate Yourself

Motivation Training Doesn't Cost-It Pays

Tom Peters on Motivation

Employee Retention: Keeping Effective Salespeople Can be the Ultimate Cost Saver

Ways to Retain Employees

LIVING THE SEVEN SECRETS

SIZZLEMANSHIP-THE ELMER WHEELER STORY

Make It Easy for the Customer to Buy!

Make It Easy for them to Buy

Professors are Always Right!

TIME MANAGEMENT

Four Rules on Maximizing Your Use of Time

Joe Adams' Steps to Eliminate Time Wasters

PERFORMANCE MANAGEMENT

Securing an UNderstanding of the Job

Setting Performance Standards: Personal Example

Appraisal Techniques

5 Steps to Effective Performance Management

Conducting a Sales Performance Audit

Identifying the Sales Manager's Job

To Measure Performance Realistically, Hold Salespeople Responsible Weekly

Performance Evaluation

Sales Management Performance Feedback

MANAGING SALES MEETINGS

The 12 Most Popular Sales Meeting Training Topics

Introducing Sales Presentation Aids and How to Use Them

The Psychological Impact of Effective Meetings

Ten Items to Consider Before Your NExt Sales Meeting

Environmental Awareness -- Ten Pointers for a "Greener" Sales Meeting

If Your Sales Meeting is an Annual Affair

Summary of Fundamental Concepts

THE ELECTRONIC OFFICE

Sales Management of the Future

Future Shock

Pass the Laptop, Please!

HUMOR AND STORYTELLING IN SELLING AND MANAGING

The World's Most Expensive Sales Promotion

Lighten Up!

A Storytelling Starter Set

Starting Your OWn Humor Collection

Do's and Don'ts of Humor

Humor, Comedy, and Wit

STRATEGIC ALLIANCES--MAKING THE TEAM WORK

The Internal Sell

Your Best ALly: Your Customer

Strategic Alliance are Everywhere

Don't Forget Your Salespeople!--Making the Team Work

Alliances to Avoid

SELLING OVERSEAS--THE IMPACT OF EXPORT

Preliminary Steps Prior to Selling Overseas

Strategic ALliances Abroad

How to Sell Overseas Like a Native

Establishing Your OVerseas Sales Force

Opportunities in the Future

ENVIRONMENT, ETHICS, AND QUALITY

Ethics

Quality

Pretty Good is Not Good Enough

Five Steps for Selling Total Quality Management to Salespeople

The "New" Forces for the Nineties and Beyond

The Ten COmmandments of Personal Business Ethics

INDEX

Subject Categories

BISAC Subject Codes/Headings:
BUS058000
BUSINESS & ECONOMICS / Sales & Selling