Author Description

Building an effective sales team out of a group of strong-willed mavericks is both a challenge and a dilemma for sales managers. This book introduces sales managers to their four key areas of responsibility and shows them how to prolong their managerial life expectancy by improving performance in these roles as a leader, personnel expert, trainer-coach-counsellor and as a motivator. In the area of leader, this book helps sales managers make the transition from sales to manager. In personnel it guides managers point-by-point through the entire per-interviewing, interviewing and hiring process, sharing tips and techniques for selecting above-average order procedures. For the trainer and motivator aspects of sales management, the book shows how to assign tasks on the basis of personality and ability and how to develop particular traits for the benefit of the sales department.