Sales Manager Handbook

Author: Qu Wenbo
Publisher:
Publish Date: 2000-01-01
Features: The publication of this manual provides a valuable resource for addressing the challenging task of training sales personnel and shaping sales talent within enterprises. The book focuses on the three most important aspects of a sales representative's daily work (basic sales, customer management, and self-improvement), elaborating on the responsibilities and requirements of sales representatives. Additionally, it includes self-management enhancement techniques and business management forms that can significantly boost a sales representative's performance. The entire book is structured around the responsibilities of sales representatives, with the three key areas of daily work as the main themes. The book is divided into ten chapters, with chapters 1 to 8 covering basic sales, which is also the core of the book. This section details the knowledge and skills essential for a qualified sales representative, including responsibilities and requirements, pre-visit planning and preparation, sales warm-up exercises, opening new accounts, handling rejections, persuasive presentations, addressing objections, and successful closing. Professional dialogue scripts are compiled in relevant chapters, enabling sales representatives to apply them more effectively in practice. Chapter 9 focuses on customer management, primarily consisting of three parts: wholesale dealer management, retail store management, and group customer management. Due to differences in industry, product, and customer, the content of customer management varies. This chapter only elaborates on the common aspects of customer management. Chapter 10 is dedicated to self-management, mainly comprising self-improvement and business management forms. Among these, the business management forms serve as essential tools for sales representatives. When used appropriately and effectively, they can significantly enhance a sales representative's performance. The book's greatest features are its conciseness, practicality, and ease of operation. It is a portable sales tool for sales representatives and also serves as excellent sales training material.