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Synopsis

Insurance policies, earth moving equipment, chemicals, telecommunications, computer hardware, software, pharmaceuticals, office equipment, time-shares, security systems, real estate, e-commerce products and services, leasing, professional services, recruiting, financial services ... the list of products and services marketed and sold by business to business companies seems endless. But all these companies have one thing in common ... the need for sales managers who can lead, hire, train, drive the business, evaluate performance, and create an environment conducive for success. There are few more critical positions in any organization than sales managers. So much rides on the shoulders of these warriors. During the first three months on the job, it's not uncommon to find new sales managers running in circles, making wrong turns and even getting lost. It can take three months just to get acclimated; three more to become semi-proficient; and longer yet to succeed ... consistently. Success in sales management hinges on an ability to lead people and to manage process in an environment created, fostered and groomed by the sales manager. Welcome to Sales Management is written for prospective sales managers, newly appointed sales managers, sales managers with limited formal training, and senior management wanting its sales managers to succeed quickly. After finishing this book, the reader will know what to do, when to do it, and most importantly ... how to do it. Managing sales representatives is not for everyone. But if you or someone in your company is a leader, someone who revels in finding talented people and convincing them to come to work for your company, in training and coaching rookies and veterans alike, in driving individuals to succeed by bringing out the best in each of them, and in recognizing excellence while stamping out mediocrity ... Welcome to Sales Management is a must read.

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