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SELLING AND SALES MANAGEMENT IN ACTION
The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure:
# The objectives of each section
# An overview of the main principles
# What you need to do to achieve success
# A speed-read checklist to help you remember key points
Whether you're looking for practical sales techniques or advice on how to build a sales strategy, this easy to use guide is a must-have for those involved in sales at any level.
Contents:
Introduction
What you need to succeed in sales
The requirements of sales management
Part 1 – Fundamentals for selling
What is selling and what type is right for the organisation?
Knowledge, skills and attitudes for success
Managing time effectively
The first steps – finding potential customers
Why People Buy
Part 2 – Starting the sale
Pre-call preparation
Who to talk to
Creating the right first impression
Establishing the relationship
Learn more by listening:
Part 3 – Making the sale
Questions are your friend
It’s not what it is, it’s what it does
Present your sales case
Handling barriers to the sale
Getting commitment
Part 4 – Setting the sales strategy
The fit between the business strategy, marketing and sales:
Setting the strategic direction
Identifying your sales structure
The cost effectiveness of your sales function:
Interactions with other functions
Part 5 – Managing the sales operation
Setting goals for your sales people
Identifying the right sales process:
Using the sales process to deliver results:
Establishing standards of performance:
The monitoring and control system
Part 6 – Managing sales people
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Recruiting the right sales people
Remuneration and rewards
Establishing your expectations
Inductions and bringing new people on
Communicating with your team
Part 7 – Managing and growing performance
The need for leadership
Coaching to develop performance
Motivating your team
Reviewing sales performance
Dealing with under-performers
Conclusion – Pulling it all together
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