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The Ultimate Sales Managers' Guide
John Klymshyn (Author)
9780471973188, Wiley
Hardback, published 22 September 2006
240 pages
23.6 x 16 x 2.3 cm, 0.413 kg
Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind." "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step." "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team."
—Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors
—Jim Keenan, President and CEO, Spherion (Canadian Operations)
—Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts
—Paula Kutka, Editor in Chief, staffdigest magazine
—Tim Pulte, Executive Managing Director, GVA Smith Mack
Foreword ix Acknowledgments xiii About the Author xv Introduction xvii Part I Finding, Keeping, and Releasing Salespeople 1 Hiring 3 2 Training 31 3 Performance Evaluation 59 4 The Three-tiered Sales Team 69 5 Rewards and Recognition 81 6 When to Fire a Salesperson 89 Part II Sales Meetings 7 Group Meetings 105 8 One-on-One Meetings—Fifteen Minutes of Fame 115 Part III Planning and Preparation 9 Goals Lead to Greatness 127 10 The Three-step Business Plan 143 11 Ten Tasks Today 151 Part IV Skills All Salespeople Should Have 12 Cold Calling 161 13 Presentation Skills 167 14 Closing Techniques All Salespeople Should Know 181 15 Expectation Management 189 Appendix A: A Brief Discussion of Attributes 39 Through 52 203 Appendix B: 52 Attributes of the Ultimate Sales Manager 207 Index 211
Subject Areas: Business & management [KJ]
