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内容简介：
Today’s sales managers face a tough challenge. They must be more productive than eve***hile 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.
Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:
* hire the best sales force * foresee potential surprises * help reps make better decisi*** * save time and resources * target accurately for better results * work with the CEO and the rest of the company
Packed with savvy advice, enlightening case studies, and no-n***ense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.
作者简介：
WAYNE M. THOMAS is the CEO of Thomas and Company, Inc., a sales management c***ulting firm whose clients include AT&T, Sprint, Nortel, and Novell. He is a previous win-ner of IBM's Golden Circle Award, the company's high-est recognition for sales pro-fessionals. Dr. Thomas is also an adjunct professor of man-agement at Bentley College.He lives in Sudbury, Massachusetts, and can be reached at Wayne@ThomasAndCompany.com or through www.ThomasAndCompany.com.
书籍目录：
Preface
Acknow ledgments
PART 1 TAKING YOUR TEAM TO MARKET
Chapter 1 Going to Marker:Leadership and Resp***ibility
Chapter 2 The Sales Force
Chapter 3 Sales Environment
Chapter 4 Sales Control and Policies
Chapter 5 Channels
Chapter 6 Product/Market Match
Chapter 7 Competition
Chapter 8 The Customer
Chapter 9 The Market
PART 2 PERSONAL COACHING
Chapter 10 Facts-in-the-Future
Chapter 11 The Truth About Statistics,or Why You Need a BS(Bad Statistics)Filter
Chapter 12 The Gullibility Factor
Chapter 13 Intuition
Chapter 14 How Much Information Is Enough?
Chapter 15 Mind Games
Chapter 16 Walk a Mile in the CFO's Shoes
Chapter 17 The Brain of a Sales Manager
Chapter 18 Evolution in Sales Management
Chapter 19 The CEO and Sales Force Success
Chapter 20 Perception Sticks Like Glue
Chapter 21 FAQs:Frequently Asked Questi***
Notes
Bibliography
Index
About the Author
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书籍介绍
Today’s sales managers face a tough challenge. They must be more productive than eve***hile 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. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: * hire the best sales force * foresee potential surprises * help reps make better decisi*** * save time and resources * target accurately for better results * work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-n***ense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.
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