The First-time Sales Manager

This is a completely revised and updated edition of the classic guide to sales management for the newly appointed sales manager. The book guides readers through the tricky transition from salesperson to sales manager, explaining what the new job involves, what a successful sales manager is expected to do, and how to do it. It provides step-by-step advice on all aspects of sales management, including recruitment, training, leadership, motivation, controls, reports and records, monitoring the competition and business planning. It also includes a review of marketing and strategic direction, including basic marketing principles, and a guide to pricing, product development, packaging, promotions, and exhibitions, and much, much more.