First-time Sales Manager

Sales managers are trained - not born. This book is designed to meet that training need. Written for those about to take on new responsibilities, perhaps as a first major career step, it will also help existing managers who seek to extend their role and performance. The "First-time Sales Manager" deals with a range of topics including: managing, not selling - the differences between sales management and selling, dealing with bosses, colleagues and staff, administration, computers and sales planning; what a sales manager does and how to do it well - interviewing, training, leadership, motivating; controls, reports and records, monitoring the competition and business planning; marketing and strategic direction - basic marketing principles, pricing, product development, packaging, promotions, exhibitions; and how to handle problems - personal, ethical, and legal. The book is fully supported with check-sheets, working documents and useful exercises.