The Art of Mastering Sales Management

by Thomas A. Cook

Overview

If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leaders as well as managers. To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives.

In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author’s 35 years of hands-on experience over a diversity of businesses. This engaging and timely volume:

• Explores the current world events that are changing the art of selling
• Provides proven strategies, techniques, and tips for higher-end sales personnel and those who manage them
• Looks at ways to provide exemplary leadership during uncertain times
• Offers a daily regimen that will turn success into the result of practiced habit

Change has become an absolute constant in the business world. That’s good news for those who are prepared to respond rather than merely react. The Art of Mastering Sales Management, will helps become a creative problem-solver. Heed its advice and turn your sales people from common employees into contributing committed stakeholders.

Product Details

ISBN-13:	9781420090758
Publisher:	Taylor & Francis
Publication date:	11/24/2009
Pages:	200
Product dimensions:	6.30(w) x 9.30(h) x 0.80(d)

Table of Contents

The Importance of Leadership in Sales Management. Making Sure the Goals of Corporate Conform to the Sales and Marketing Initiatives. Globalization and Sales Management. Know When to Be the Mother, the Father, the Brother, the Best Friend, or the Boss—What Personality Hat to Wear?. Mentoring and Developing the Skill Sets of Your Sales Staff. Motivational Techniques and Enhancing Bottom-Line Results. Case Studies in Sales Management Problem Solving. The Sales Manager Daily Regimen: Time Management Excelled. Mastering Key Skill Sets. Best Practices: Sales Management Excellence. Transitioning from Sales to Sales Management. Concluding Remarks. Appendix: Foreign Corrupt Practices Act (FCPA): Department of Justice Extract; Closing Questions Sales Management Case Studies Workshop, Basic Case Studies, Advanced Case Studies; What International Salesmen and Travelers Need to Know about U.S.Customs (CBP).