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Informationen zum Autor Thomas A. Cook Klappentext Today's corporations have changed their marketing processes to accommodate a world in which globalization, lower margins, and longer hours have become the norm. This book examines events that changed the art of selling and offers hands-on techniques for sales personnel and management. The focus is on setting sales strategies, providing exemplary leadership, and developing the skill sets to successfully manage team initiatives and corporate growth plans. From the best of circumstance to the worst, this text addresses all aspects of managing, handling, and addressing sales personnel issues. The author presents creative problem solutions and offers a direct approach for motivating employees. Zusammenfassung To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives. This title shares the proven practices and principles of good salesmanship that have made the author a highly successful businessman. Inhaltsverzeichnis The Importance of Leadership in Sales Management. Making Sure the Goals of Corporate Conform to the Sales and Marketing Initiatives. Globalization and Sales Management. Know When to Be the Mother, the Father, the Brother, the Best Friend, or the Boss—What Personality Hat to Wear?. Mentoring and Developing the Skill Sets of Your Sales Staff. Motivational Techniques and Enhancing Bottom-Line Results. Case Studies in Sales Management Problem Solving. The Sales Manager Daily Regimen: Time Management Excelled. Mastering Key Skill Sets. Best Practices: Sales Management Excellence. Transitioning from Sales to Sales Management. Concluding Remarks. Appendix: Foreign Corrupt Practices Act (FCPA): Department of Justice Extract; Closing Questions Sales Management Case Studies Workshop, Basic Case Studies, Advanced Case Studies; What International Salesmen and Travelers Need to Know about U.S.Customs (CBP). ...
