From Selling to Managing

Guidelines for the First-Time Sales Manager

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book From Selling to Managing by Ronald Brown, AMACOM
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Author: Ronald Brown ISBN: 9780814430194
Publisher: AMACOM Publication: August 1, 1990
Imprint: AMACOM Language: English
Author: Ronald Brown
ISBN: 9780814430194
Publisher: AMACOM
Publication: August 1, 1990
Imprint: AMACOM
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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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