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5 Fundamentals for the wholesale distribution sales manager

Author: Horan, Tim ; Deist, SteveCorporate author:Indian River Consulting Group ; National Association of Wholesaler-Distributors ; NAW Institute for Distribution ExcellencePublisher: NAW Institute for Distribution Excellence, 2007.Language: EnglishDescription: 162 p. : Graphs/Ill. ; 23 cm.ISBN: 1934014044Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .H67 2007
(Browse shelf)
001209687
Available 001209687
Total holds: 0

Includes index

Digitized

5 Fundamentals For The Wholesale Distribution Sales Managers Contents Acknowledgments ............................................................... iii Foreword ............................................................................. v Introduction ......................................................................... 1 The Five Fundamentals ..........................................................................2 Chapter 1 Fundamental 1: Assess and Develop Your Own Coaching and Management Skills ......................................... 7 Successful Sales Managers Keep Learning ...................................... 8 New Sales Managers ................................................................................10 Incumbent Sales Managers....................................................................13 What Skills Do You Need to Survive? ................................................................................... 14 Effectively Managing Yourself ...............................................................16 Effectively Managing Others ................................................................. 18 Chapter 2 Fundamental 2: Recognize Talent and Select the Right People .............................................................. 33 You Have Your Job Cut Out for You................................................... 34 Characteristics of Successful Salespeople ........................................34 Evaluating Your Current Sales Force .................................................57 Chapter 3 Fundamental 3: Manage the Sales Function Successfully and Systematically ................................. 63 Why You Need a System......................................................................... 64 The Basic Sales Management Toolkit ................................................ 66 Designing a Sales Management System ............................................67 Planning....................................................................................................... 68 Execution ....................................................................................................81 Results ................................................................................... 85 Feedback................................................................................... 89 Management Processes in the Real World ................................90 Technology Tools .......................................................................... 94 Chapter 4 Fundamental 4: Know How to Build a High-Performing Team ........................................................................ 105 Motivation Is Key ........................................................................105 Your Role as Coach .................................................................. 106 Five Steps to Building a High-Performing Team ..................... 107 Chapter 5 Fundamental 5: Maintain Thriving Relationships with Customers and Suppliers ................................... 139 Evolving to the New Model ........................................................ 141 Managing Customer Relationships ........................................ 146 Managing Supplier Relationships........................................... 150 Conclusion .......................................................................... 155 Appendix ............................................................................. 157 About the Authors .............................................................. 161

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