{"product_id":"sales-management-for-dummies-isbn-9781119094227","title":"Sales Management For Dummies","description":"\u003cb\u003eGuide your sales force to its fullest potential\u003c\/b\u003e \u003cp\u003eWith a proven sales management and execution process, \u003ci\u003eSales Management For Dummies\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eBecause few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. \u003c\/p\u003e\u003cul\u003e \u003cli\u003eShows you how to reach your fullest potential in sales\u003c\/li\u003e \u003cli\u003eHelps you effectively inspire great performance form any sales force\u003c\/li\u003e \u003cli\u003eDemonstrates how to prospect, recruit, and increase your organization's income and success\u003c\/li\u003e \u003cli\u003eTeaches you how to manage sales teams to greatness\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIf you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success. \u003c\/p\u003e\u003cp\u003eIntroduction 1\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePart I: Welcome to the World of Sales Management 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: You’re a Sales Manager — Now What? 9\u003c\/p\u003e \u003cp\u003eChapter 2: So You Got the Job, Now What Do You Do? 19\u003c\/p\u003e \u003cp\u003eChapter 3: Establishing Good Working Relationships across Departments 41\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePart II: Building the Team 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4: Who’s On First: Building Your Best Team 61\u003c\/p\u003e \u003cp\u003eChapter 5: Adding New Players to the Team 77\u003c\/p\u003e \u003cp\u003eChapter 6: Hiring and Onboarding New Staff 87\u003c\/p\u003e \u003cp\u003eChapter 7: Defining Your Sales Process and Training Your Team 105\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePart III: Training and Development 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8: Defining Your Expectations 131\u003c\/p\u003e \u003cp\u003eChapter 9: Ongoing Training and Helping Your Salespeople Grow 147\u003c\/p\u003e \u003cp\u003eChapter 10: Creating and Running an Effective Sales Meeting 167\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePart IV: Sales Meetings and Key Performance Indicators 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11: Measuring What Matters: Key Performance Indicators 189\u003c\/p\u003e \u003cp\u003eChapter 12: Assessing Performance: Keeping Score and Celebrating Wins 209\u003c\/p\u003e \u003cp\u003eChapter 13: Addressing Poor Performance: Counseling and Critiquing Effectively 227\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePart V: Now You’re Managing 241\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 14: Inspiring Your Superstars: Managing Your Best People 243\u003c\/p\u003e \u003cp\u003eChapter 15: Making Cuts: When It’s Time to Let Someone Go 261\u003c\/p\u003e \u003cp\u003eChapter 16: Managing for the Future: Developing Careers of Future Leaders 279\u003cbr\u003e \u003cbr\u003e \u003cb\u003ePart VI: The Part of Tens 297\u003c\/b\u003e\u003cb\u003e\u003cbr\u003e \u003cbr\u003e \u003c\/b\u003eChapter 17: Ten Traits of a Successful Sales Manager 299\u003c\/p\u003e \u003cp\u003eChapter 18: Ten Things that Destroy Your Credibility 305\u003c\/p\u003e \u003cp\u003eChapter 19: Ten Signs of a Struggling Salesperson 311\u003c\/p\u003e \u003cp\u003eChapter 20: Top Ten Apps for a Busy Manager 317\u003cbr\u003e \u003cbr\u003e Index 323\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eButch Bellah\u003c\/b\u003e is an expert salesperson, trainer, author, motivational speaker, and one-time stand-up comedian. For more than 30 years, he has honed his sales skills and trained others in the fine art of gaining more appointments, winning more business, and retaining more customers.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eLearn to:\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003eReach your fullest potential in sales management\u003c\/li\u003e \u003cli\u003eEffectively inspire great performance from any sales force\u003c\/li\u003e \u003cli\u003eProspect, recruit, and increase your organization's income and success\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cb\u003eLearn to manage, recruit, and inspire your sales force!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEffective selling is an art form. This book shows you how to develop that talent as a sales manager. It's loaded with tips for building a successful sales force, such as anticipating your sales people's needs, developing insight, training effectively, and coaching your team to greatness. Here's your one-stop guide to sales management success!\u003c\/p\u003e \u003cul\u003e \u003cli\u003e\n\u003cb\u003eYou've got the job, now what?\u003c\/b\u003e — discover what a sales manager's job entails and the secrets of creating a good working relationship with your team\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eTaking stock of your team\u003c\/b\u003e — assess your existing team, determine its strengths and weaknesses, and learn how to recruit and interview new talent\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eTeam training\u003c\/b\u003e — develop the ideal basic training process that includes product knowledge, prospecting and closing techniques, and essential technology\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eThe Dreaded Sales Meeting\u003c\/b\u003e--find out how to build a meeting agenda that make sales meetings effective, motivating, and productive.\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eMeasuring success\u003c\/b\u003e — look at ways to identify and measure key performance indicators and keep morale high by celebrating wins\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eLong-range management\u003c\/b\u003e — keep your superstars inspired and deal with those who aren't keeping up\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cb\u003eOpen the book and find:\u003c\/b\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003eWhat new sales managers need to know\u003c\/li\u003e \u003cli\u003eWays to spot talent\u003c\/li\u003e \u003cli\u003eWhy it's important to define your expectations\u003c\/li\u003e \u003cli\u003eHow to determine what motivates your salespeople\u003c\/li\u003e \u003cli\u003eCommon pitfalls and how to dodge them\u003c\/li\u003e \u003cli\u003eTips for bringing new people on board\u003c\/li\u003e \u003cli\u003eSales contests that are fun\u003c\/li\u003e \u003cli\u003eTen great apps for busy managers\u003c\/li\u003e \u003c\/ul\u003e","brand":"For Dummies","offers":[{"title":"Default Title","offer_id":47989982265573,"sku":"NP9781119094227","price":29.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119094227.jpg?v=1761786108","url":"https:\/\/k12savings.com\/products\/sales-management-for-dummies-isbn-9781119094227","provider":"K12savings","version":"1.0","type":"link"}