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"Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation."

"Delivers the research-based criteria for sales teams interested in selling effectively against a business environment. This guide is suitable for professionals working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. "

"Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. This title is packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without."

"Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time, create a proactive sales culture, motivate a sales team, use simple yet powerful metrics, weed out failures quickly, coach and counsel up and down the sales organization, reduce reports to one sheet of paper and 10 minutes a week, forecast more confidently. This book shows sales managers at every level how to manage for great results!"

"ART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO?s shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index."

"Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job."

"Direct selling is booming. It?s no surprise when you consider the benefits of launching a direct selling business?low start-up costs, strong earning potential, and a flexible work schedule. Currently an estimated 15.6 million people are involved in direct selling in the U.S. alone?and more than 100 million worldwide. Mary Christensen has empowered and equipped thousands of direct sellers to succeed, and in her newest book, Be a Direct Selling Superstar, she delivers an all-encompassing guide to building, leading, and managing a profitable direct sales organization. Readers will learn how to: ? Set goals ? Eliminate self-sabotaging behaviors ? Market their products and business opportunity effectively ? Communicate persuasively ? Build a committed network of sellers ? Be an influential leader ? Create a clear roadmap for others to follow ? Inspire and lead a wide range of personalities ? Maintain work-life balance ? Manage their time and their money wisely For corporate refugees, ambitious entrepreneurs, mompreneurs, and anyone else looking for a new source of income?this inspiring master plan explains step by step how to achieve long-term success in direct selling."

"Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to: * Make a smooth transition into management * Build a superior, high-functioning sales team * Set objectives and plan performance * Delegate responsibilities * Recruit new employees * Improve productivity and effectiveness Making the leap into management -- especially sales management -- means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities."

"Sales - it's an everyday event and part of every business transaction more than a million times a day. This book presents the fundamental elements of successful sales - the kind of success everyday business professionals can apply to create lasting relationships, productive business dealings, and successful bottom line results."