This book is essential reading and reference material for managers who have responsibility for creating significant sales results, and who care about the higher business purpose of managing markets…and helping sales people to manage themselves.
Successful Sales Management features 42 specific business strategies for the modern sales manager, and shows how to:
- Manage the customer base and enable your company to become the most distinctive and valuable in the marketplace.
- Attract, develop, reward and control the quality of sales that can serve and satisfy the market better than any other organisation..including those who are outside of your industry.
- Achieve cooperation within the organisation to ensure a company-wide service mentality, rather than a wide and differing service mentality by various company departments!
- Guarantee bottom-line results by creating goals and performance standards in the area known as ‘top-line’ …that point at which the organisation seeks to achieve for it’s customers.