21st Century Sales Management

What is sales management? Is it all smoke and mirrors, bribery and bullying? Of course not - it is a skilled, logical and intelligent role that demands the discipline and planning of any other senior position. This book is for anyone with any interest in or concern for managing a sales team, recruiting sales people, developing a selling function - in fact all people in all businesses. Some people are in positions of control but have little real understanding of managing or overseeing a sales department. Frequently promotions are made on a 'who's next?' basis resulting in responsibilities over poorly understood functions. Recognising that the job is not easy and that bad sales people cannot be turned into good sales people, the book does position the sales department or function in terms of what it can deliver to the business. It talks knowledgeably about the personal characteristics of good sales people, managing and controlling the team, dealing with day-to-day issues, pay and commission and other ways to sell. A comprehensive and eminently readable book that will inspire and guide anyone connected with selling.