The Ultimate Sales Managers' Guide 销售经理完全手册

Managing salespeople has been compared to herding cats, but it just might be the most important function in any company. Getting it right can mean the difference between astounding success and abject failure. For too long, sales managers have been flying blind without the guidance and resources they need to succeed.
Thankfully, The Ultimate Sales Managers' Guide addresses all of the most important issues and concerns facing sales managers today. It presents practical, real-world solutions to everyday challenges and covers virtually every aspect of the job. It's a comprehensive resource dedicated to helping every sales manager at every level of experience lead their sales teams to consistent success.
Contrary to popular opinion, exceptional sales management is a skill you can learn, and here you'll find all the newest and most effective management techniques and strategies. But your success doesn't rely solely on your ability to motivate your people; it's based on your other behaviors as well—from the way you speak and carry yourself to the way you display leadership in the office. This one-of-a-kind guide will change the way you manage your teams from top to bottom by first changing the way you manage yourself.
In addition to the newest and latest tactics, you'll also get firsthand accounts, fresh ideas, and proven wisdom from senior-level executives and sales managers in industries from commercial real estate to advertising to staffing to hospitality. Their real-world guidance will show you what truly works and help you tailor your style to match the needs of your particular business.
Look inside and learn how to:
Recruit, hire, train, and develop motivated, dedicated people
Keep individual salespeople on track and motivated
Turn boring sales meetings into creative, constructive forums
Build a team that focuses on corporate, team, and personal goals
Master the vital management skills of leadership, training, and discipline
Discover the best practices and tactics of top sales managers
Manage your time so you can work more efficiently
Communicate expectations and goals clearly and often
Achieve consistent success and constant improvement
If you want to achieve the very highest level of sales success and become "The Ultimate Sales Manager," this book offers the tools, skills, and step-by-step guidance to get you there.

JOHN KLYMSHYN has been a professional speaker for more than eighteen years. He is the founder and President of The Business Generator, Inc., a management, sales, and communications training and coaching firm.

FOREWORD
ACKNOWLEDGMENTS
ABOUT THE AUTHOR
INTRODUCTION
Part Ⅰ Finding, Keeping, and Releasing Salespeople
1 HIRING
2 TRAINING
3 PERFORMANCE EVALUATION
4 THE THREE-TIERED SALES TEAM
5 REWARDS AND RECOGNITION
6 WHEN TO FIRE A SALESPERSON
Part Ⅱ Sales Meetings
7 GRouP MEETINGS
8 ONE-ON-ONE MEETINGS--FIFTEEN MINUTES OF FAME
Part Ⅲ Planning and Preparation
9 GOALS LEAD TO GREATNESS
10 THE THREE-STEP BUSINESS PLAN
11 TEN TASKS TODAY
Part Ⅳ Skills All Salespeople Should Have
12 COLD CALLING
13 PRESENTATION SKILLS
14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW
15 EXPECTATION MANAGEMENT
APPENDIX A: A BRIEF DISCUSSION OF AI-IRIBUTES 39 THROUGH 52
APPENDIX B: 52 AFIRIBUTES OF THE ULTIMATE SALES MANAGER
INDEX