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The new sales manager: challenges for the 21st century

By: Vieira, Walter.
Material type: materialTypeLabelBookPublisher: New Delhi Response Books 2007Edition: 2nd ed.Description: 202 p.ISBN: 9780761936039.Subject(s): Sales managementDDC classification: 658.81 Summary: The Second Edition of THE NEW SALES MANAGER provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management: Communication , The use of technology, Networking, Managing time, Selecting and recruiting salespersons, Morale and motivation, Appraising and developing salespersons, and The role of governance.
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Slot 2171 (2 Floor, East Wing) 658.81 V4N3 (Browse shelf) Available 163257

The Second Edition of THE NEW SALES MANAGER provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management: Communication , The use of technology, Networking, Managing time, Selecting and recruiting salespersons, Morale and motivation, Appraising and developing salespersons, and The role of governance.

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