Fundamentals of Sales Management for the Newly Appointed Sales Manager

by Matthew Schwartz

Book Overview

This invaluable resource helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate.

Making the leap into sales management means meeting a whole new set of challenges. As a manager, you're going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively,...

• Format: Paperback
• Language: English
• ISBN: 0814408737
• ISBN13: 9780814408735
• Release Date: February 2006
• Publisher: Amacom
• Length: 224 Pages
• Weight: 0.82 lbs.
• Dimensions: 0.7" x 6.3" x 8.9"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

Jump up to your new job as sales manager.

Sales managers need much more than sales skills to manage successful selling teams, especially within a corporate environment. When you move up from salesperson to sales manager, you need to develop sales plans, recruit and hire talented people, and manage many new demands on your time while motivating, mentoring and coaching your staff. Sales and marketing consultant Matthew Schwartz provides all the information you should know as you make the transition into your new role. Although Schwartz tends to stray unnecessarily into the dry, academic world of communication, motivation and leadership theory, his practical advice is well worth your time. We suggest that new sales managers keep this instructional book close by as a useful reference.

Fundamentals of Sales Management for the Newly Appointed Sales Manager

After 40+ years as a sales professional I was asked to serve as sales manager for my firm and train young people new to my industry. This book gave me a lot of good information. Like most books of the type it covers large and small firms without focusing on a particular industry. But by and large it covers the subject well particularly integrating your sales team into the larger organization.

Very useful

A real solid, informative read. A lot of useful information/tips and broken down in useful point-by-point format. A good resource for those new to management and a nice refresher if you've been doing it for a while.

I HIGHLY RECOMMEND THIS BOOK

I found this book to be both an easy read as well as informative, two very important factors when making a selection. The author really touches on key points in how to hone one's skills as a sales manager. I would highly recommend this to anyone seeking out information in the world of management.