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Sales Management

Managing a Sales Team

Sales Management by Rodney Overton
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This book will assist those already working as Sales Managers or those with an interest in working in this demanding area. It contains a wide range of information pertaining to the many different areas and facets of Sales Management. This book is an enlarged and revised version of a similar and popular title which was first published in 1994 with subsequent numerous reprints. Leading and motivating a Sales Team can be a very rewarding occupation, with high levels of personal satisfaction and reward. It is also a very difficult and challenging area - just ask the hundreds of successful sales representatives who are promoted to Sales Manager on a Friday and the next Monday find themselves responsible for the performance of their former work mates. Sales managers are responsible for a wide range of activities which include, recruiting, training and inducting a sales team, setting budgets and producing sales forecasts. Most importantly they are expected to lead, drive and motivate a sales team to achieve increased sales and profits. We currently publish a combined range of more than 100 books, CD ROMs and Training Facilitators Manuals, covering areas of business such as Business Administration, Business Planning, Finance, Human Resources, Management, Marketing, Sales and Small Business. We also have a range of Training Facilitators Manuals available covering various Management topics. It is also pleasing to record that this publication is widely used as a course text and handbook for accredited and non accredited courses. Some of our other publications may be of assistance in the sales area particularly Selling Made Simple and our Training Facilitator Manual Sales Management. We welcome your comments and suggestions.
Martin Books; July 2007
112 pages; ISBN 9781921360343
Read online, or download in secure PDF format
Title: Sales Management
Author: Rodney Overton
An effective Sales Manager will: Understand the needs and requirements of management. Be responsible for planning, staffing, directing and controlling in the sales area. Provide and encourage a motivational environment. Be responsible for hiring and training sales staff. Provide job descriptions to sales staff. Plan, prepare and sell budgets to management. Evaluate and compare the performance of sales staff. Ensure the target market is effectively covered. Establish and review sales territories. Establish quantitative control standards. Control sales expenses. Contribute to sales force morale. Co-ordinate other marketing functions. Convene sales meetings. Be a spokesperson and figurehead for the organisation. Spend time with members of the sales team. Listen to sales team problems and treat them seriously. Follow up on key problem areas. An effective sales manager will be responsible for long-term sales objectives including: The servicing of existing accounts Obtaining new customers Assisting customers to sell product lines Providing advice and assistance to customers Reporting market information to business management Specifically a Sales Manager is responsible for leading and motivating the sales team to constantly improve sales performance, market share and profits. An effective sales manager will be responsible for short-term sales objectives including: Capturing and retaining market share Obtaining sales volume in ways that contribute to profitability Keeping expenses within limits Securing target volumes and margins