Salesperson Management Skills

Author: Feng Jianguo
Publisher:
Publish Date: 2003-01-01
Features: MBA Marketing Practice and Case Series (Volume 2). This book is divided into three parts, analyzing the management of sales personnel from the perspective of "practice and cases." The first part introduces the "Six Steps and Methods of Sales Personnel Management," including the recruitment and selection of sales personnel, training, motivation and communication, coaching, compensation, and evaluation. In the second part, it discusses the content and skills of sales management from the perspective of a sales manager (from a junior supervisor to a senior sales manager), as well as the qualities and capabilities of a sales manager. In the last part, readers will find the content and methods of self-management for sales personnel, as well as the identification and resolution of sales challenges.