Sales Manager Handbook

Author: Jia Fu Luo
Publisher:
Publish Date: 2003-09-02
Features: 671 handy tools to solve all business challenges at once; 22 categories of practical business skills, the best-selling sales management tool in the U.S. Since Amazon was founded 8 years ago, it has consistently ranked among the top 50 marketing books! The Sales Manager's Toolkit is the best-selling sales manager tool in the U.S. First published in 1989, it keeps up with the dramatic changes in the field of sales business management and is continuously updated. For 8 years since Amazon was founded, it has ranked among the top 50 marketing books every year! The Sales Manager's Toolkit provides comprehensive answers to the small and large problems faced by business managers daily. The book is divided into 22 chapters, covering over 600 practical skills that business managers must know, including:
· How to handle managerial tasks
· How to set performance standards
· How to adapt to the company's organizational and political structure
· How to establish an effective communication system
· How to find and hire sales-savvy employees
· How to create a sales incentive system
· How to control business expenses
· How to make annual business forecasts
· How to handle major changes in the sales channel
· How to deal with bulk distribution
· How to effectively use advertising
· How to organize trade shows and business meetings
· How to lead business meetings
· How to develop a business training program