销售经理成功手册/SALES MANAGER'S SUCCESS MANUAL rb mobi 在线 下载 lit txt 网盘 pdf

Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager’s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job.

Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:

* hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company

Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.

作者简介：

WAYNE M. THOMAS is the CEO of Thomas and Company, Inc., a sales management consulting firm whose clients include AT&T, Sprint, Nortel, and Novell. He is a previous win-ner of IBM's Golden Circle Award, the company's high-est recognition for sales pro-fessionals. Dr. Thomas is also an adjunct professor of man-agement at Bentley College.He lives in Sudbury, Massachusetts, and can be reached at Wayne@ThomasAndCompany.com or through www.ThomasAndCompany.com.

Preface

Acknow ledgments

PART 1 TAKING YOUR TEAM TO MARKET

Chapter 1 Going to Marker:Leadership and Responsibility

Chapter 2 The Sales Force

Chapter 3 Sales Environment

Chapter 4 Sales Control and Policies

Chapter 5 Channels

Chapter 6 Product/Market Match

Chapter 7 Competition

Chapter 8 The Customer

Chapter 9 The Market

PART 2 PERSONAL COACHING

Chapter 10 Facts-in-the-Future

Chapter 11 The Truth About Statistics,or Why You Need a BS(Bad Statistics)Filter

Chapter 12 The Gullibility Factor

Chapter 13 Intuition

Chapter 14 How Much Information Is Enough?

Chapter 15 Mind Games

Chapter 16 Walk a Mile in the CFO's Shoes

Chapter 17 The Brain of a Sales Manager

Chapter 18 Evolution in Sales Management

Chapter 19 The CEO and Sales Force Success

Chapter 20 Perception Sticks Like Glue

Chapter 21 FAQs:Frequently Asked Questions

Notes

Bibliography

Index

About the Author

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书籍介绍

Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager’s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: * hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.