Fundamentals of Sales Management for the Newly Appointed Sales Manager (Paperback)

~ (Author) "Congratulations! You have joined the ranks of sales management..." (more)
Key Phrases: comp plan, internal motivators, probable strengths, Low Value, Tone of Voice, Writing Style Their (more...)

Editorial Reviews

Product Description

Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to: * Make a smooth transition into management * Build a superior, high-functioning sales team * Set objectives and plan performance * Delegate responsibilities * Recruit new employees * Improve productivity and effectiveness Making the leap into management -- especially sales management -- means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities.

Book Description

"Making the leap into sales management means meeting a whole new set of challenges. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have to think on your feet -- or face the possibility of not living up to expectations.

Easy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Dispensing with dry theory, the book helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team, and as a team leader. You’ll learn how to:

• Make a smooth transition into management.

• Build a superior, high-functioning sales team.

• Set objectives and plan performance.

• Delegate responsibilities.

• Recruit new employees.

• Improve productivity and effectiveness.

Based on the bestselling American Management Association seminar, the book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers; developing a sales plan and understanding the relationship between corporate, department, and individual plans; applying crucial time management skills to your new role; managing a sales territory; interviewing and hiring the right people; building a motivational environment; compensating your people; and understanding the difference between training, coaching, and counseling—and knowing how to excel at each.

You can’t make the leap into sales management successfully without the proper tools and information under your belt. Fundamentals of Sales Management for the Newly Appointed Sales Manager gives you everything you need to win the respect of your peers and colleagues, and immediately excel at your challenging new responsibilities."

See all Editorial Reviews

Product Details

• Paperback: 224 pages
• Publisher: AMACOM; illustrated edition edition (February 24, 2006)
• Language: English
• ISBN-10: 0814408737
• ISBN-13: 978-0814408735
• Product Dimensions: 8.9 x 5.9 x 0.8 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 3.8 out of 5 stars  See all reviews (6 customer reviews)
• Amazon.com Sales Rank: #95,547 in Books (See Bestsellers in Books)

  Popular in this category: (What's this?)

  #40 in

  Books > Business & Investing > Marketing & Sales > Sales & Selling > Management

Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

2.0 out of 5 stars Pretty Useless, April 18, 2006

By	Philippe Mesritz (Austin, TX) - See all my reviews (REAL NAME)

I found the book to be useless. Now granted, I expected more out of it and for it to be useful for someone who has /management/ experience, just not sales experience, but it was confusing, not very well written and generally targetted to someone whose never done anything beyond an entry level position.

1 of 1 people found the following review helpful:

4.0 out of 5 stars Jump up to your new job as sales manager., November 2, 2007

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

Sales managers need much more than sales skills to manage successful selling teams, especially within a corporate environment. When you move up from salesperson to sales manager, you need to develop sales plans, recruit and hire talented people, and manage many new demands on your time while motivating, mentoring and coaching your staff. Sales and marketing consultant Matthew Schwartz provides all the information you should know as you make the transition into your new role. Although Schwartz tends to stray unnecessarily into the dry, academic world of communication, motivation and leadership theory, his practical advice is well worth your time. We suggest that new sales managers keep this instructional book close by as a useful reference.

1 of 1 people found the following review helpful:

5.0 out of 5 stars I HIGHLY RECOMMEND THIS BOOK, July 13, 2006

By	Todd Sinett "Todd" (New York, NY) - See all my reviews

I found this book to be both an easy read as well as informative, two very important factors when making a selection. The author really touches on key points in how to hone one's skills as a sales manager.

I would highly recommend this to anyone seeking out information in the world of management.