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The New Sales Manager
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The New Sales Manager
Challenges for the 21st Century

Second Edition
  • Walter Vieira - Former chairman, International Council of Management Consulting Institutes

Other Titles in:
Business & Management

August 2007 | 204 pages | SAGE Response
The second edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. It is also an interesting, quick revision for senior sales managers who want to revisit the theory of sales management, in a painless, and perhaps, entertaining way.

Covering the entire range of functions of a sales manager, the book has been thoroughly revised and includes plenty of illustrations, Real-life anecdotes and caselets to match the changes in the business environment.
 
Preface
 
The Trauma of Promotion
 
From Caterpillar to Butterfly
 
Serious Deficiencies of Salesmen
 
A Difficult and Challenging Job
 
Top Problems in Sales Force Management
 
Qualities Liked and Disliked
 
Attributes for Success
 
Managing the Job
 
Managing Time
 
Key Role in Corporate Planning
 
The Planning Process
 
Selecting and Recruiting Salesmen
 
Focused Salesmen Training
 
Planning the Itinerary
 
Effective Communication
 
Beyond Words
 
Written Reports
 
Make Meetings Work
 
Morale and Motivation
 
Effective Controls
 
Appraising And Developing Salesmen
 
Discussing The Appraisal
 
The Salesman Who Won't Improve
 
Common Errors
 
A Focus on Ethics
 
Values and the Sales Manager
 
Age of Networking and Cooperation
 
The Sales Manager in the 21st Century
 
Ten Commandments

Providing practical advice and a sound foundation in sales management, the book helps sales managers revisit the theory of sales management in a simple, entertaining manner with the help of illustrations and real-life anecdotes.

The Asian Age

A handy book, it is not limited to a purely western setting. With broken down narratives that are designed like short letters, there is a visual element that comes from cartoons and a design format for someone who may not be into reading lengthy passages. It also has typical examples drawn from small town Indian settings.

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Walter Vieira

Walter Vieira (certified management consultant or CMC) was among the first to be elected a Fellow of the Institute of Management Consultants of India (FIMC); and also the first to start a marketing consulting company— MAS—in 1975, in Mumbai, India, after a 14-year successful career in the pharmaceutical industry, with Glaxo, Warner and Boots. In a span of over 40 years, Walter has worked with many of the largest companies in India—both multinationals and Indian—which have been family-managed or corporates. MAS offers consulting in marketing strategy, and selection and training of marketing personnel in... More About Author

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ISBN: 9780761936039
₹445.00