From Selling to Managing: Guidelines for the First-Time Sales Manager
- ISBN-10
- 0814430198
- ISBN-13
- 9780814430194
- Category
- Business & Economics
- Pages
- 192
- Language
- English
- Published
- 1990-08-01
- Publisher
- AMACOM
- Author
- Ronald Brown
Description
The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.
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Other editions
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- 1990
- 161 pages
- Paperback
- Amacom Books
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