From Selling to Managing

Guidelines for the First-Time Sales Manager
Author(s): Ronald Brown
Original Publish Date: Aug 01, 1990
Product Number: EB00723577
Released: Apr 15, 2018
Business Term: 26 Circ
ISBN: #9780814430194
Publisher: AMACOM
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The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success-again.

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