{"product_id":"the-ultimate-sales-managers-guide-hardback-9780471973188","title":"The Ultimate Sales Managers' Guide (Hardback) 9780471973188","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Ultimate Sales Managers' Guide\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eJohn Klymshyn (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471973188, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 22 September 2006\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e240 pages\u003cbr\u003e23.6 x 16 x 2.3 cm, 0.413 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003ePraise for \u003ci\u003eThe Ultimate Sales Managers' Guide\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e—\u003cb\u003eRand Sperry\u003c\/b\u003e, cofounder, Sperry Van Ness, Commercial Real Estate Advisors\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e—\u003cb\u003eJim Keenan\u003c\/b\u003e, President and CEO, Spherion (Canadian Operations)\u003c\/p\u003e \u003cp\u003e\"In thirty-two years of selling and managing the sales process, I found \u003ci\u003eThe Ultimate Sales Managers' Guide\u003c\/i\u003e 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.\"\u003cbr\u003e—\u003cb\u003eAndy Anderson\u003c\/b\u003e, Senior Vice President, Sales and Marketing, Destination Hotels \u0026amp; Resorts\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e—\u003cb\u003ePaula Kutka\u003c\/b\u003e, Editor in Chief, \u003ci\u003estaffdigest\u003c\/i\u003e magazine\u003c\/p\u003e \u003cp\u003e\"Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team.\"\u003cbr\u003e—\u003cb\u003eTim Pulte\u003c\/b\u003e, Executive Managing Director, GVA Smith Mack\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003eAbout the Author xv\u003c\/p\u003e \u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Finding, Keeping, and Releasing Salespeople\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Hiring 3\u003c\/p\u003e \u003cp\u003e2 Training 31\u003c\/p\u003e \u003cp\u003e3 Performance Evaluation 59\u003c\/p\u003e \u003cp\u003e4 The Three-tiered Sales Team 69\u003c\/p\u003e \u003cp\u003e5 Rewards and Recognition 81\u003c\/p\u003e \u003cp\u003e6 When to Fire a Salesperson 89\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Sales Meetings\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Group Meetings 105\u003c\/p\u003e \u003cp\u003e8 One-on-One Meetings—Fifteen Minutes of Fame 115\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Planning and Preparation\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 Goals Lead to Greatness 127\u003c\/p\u003e \u003cp\u003e10 The Three-step Business Plan 143\u003c\/p\u003e \u003cp\u003e11 Ten Tasks Today 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Skills All Salespeople Should Have\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e12 Cold Calling 161\u003c\/p\u003e \u003cp\u003e13 Presentation Skills 167\u003c\/p\u003e \u003cp\u003e14 Closing Techniques All Salespeople Should Know 181\u003c\/p\u003e \u003cp\u003e15 Expectation Management 189\u003c\/p\u003e \u003cp\u003eAppendix A: A Brief Discussion of Attributes 39 Through 52 203\u003c\/p\u003e \u003cp\u003eAppendix B: 52 Attributes of the Ultimate Sales Manager 207\u003c\/p\u003e \u003cp\u003eIndex 211\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52509129998616,"sku":"9780471973188","price":19.79,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/0471973181_161276.jpg?v=1786493285","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-ultimate-sales-managers-guide-hardback-9780471973188","provider":"Freshly Printed Books","version":"1.0","type":"link"}