Effective Sales Management

This book will help YOU in the following ways:

• Take control of your sales process
• Identify the skills and experience necessary to select and/or develop a top sales manager
• Position the sales management role to drive improved revenue and profit
• Understand how the 'rest of the business' can help in the sales effort
• Position your service or offering optimally in the market
• Select the best sales approach(s) for your business
• Understand how best to price and discount
• Gain insights into how to motivate and incentivize sales staff
• Plan activities to optimise budget and resources during a sales year

You are likely to be one of four types of people (in no particular order):

• An aspiring sales manager who wants to position him/herself for the sales manager role
• An existing sales manager who wants to understand what other businesses do in order to improve his/her own department
• A business executive looking to employ or promote someone for the sales management role
• A business owner who would like to gain a better understanding about sales management