ISBN: 9788120337411    Publisher: PHI LEARNING PVT. LTD-NEW DELHI Year of publishing: 2009     Format:  Paperback No of Pages: 172        Language: English

This book helps the newly appointed field sales manager to convert their selling skills into management skills and shows how the transition from a player to coach can be successfully achieved. The book concentrates on the problems managers face and points out what they must do to solve them. It offers new insights on changes in technology, distribution, and the complexion of the modern sales force. Practical examples are used to show how to Broaden outlook Communicate both up and down the chain of command Plan a sales force operation Implement the plan Appraise and advise reps Recruit, train, and keep good reps Run efficient, inspiring sales meetings Control every aspect of operations
Read less