{"product_id":"sales-management-demystified-robert-calvin-9780071486545","title":"Sales Management Demystified: A Self-Teaching Guide","description":"\u003cp\u003e\u003cstrong\u003eBUILD and manage a SALES FORCE that's worth sell-ebrating\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eUnderstanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. \u003c\/p\u003e\u003cp\u003e\u003cem\u003eSales Management Demystified\u003c\/em\u003e addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.\u003c\/p\u003e\u003cp\u003eThis fast and easy guide offers\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eIdeas for sourcing, screening, and selecting the best candidates\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eTips for training salespeople in product, customer, and competitor knowledge, and in selling skills\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eThe model for choosing the most successful sales force organization and deployment\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003eMonetary and nonmonetary methods to reward positive sales force action and results\u003cbr\u003e\n\u003c\/li\u003e\n\u003cli\u003ePerformance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics\u003cbr\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eSimple enough for a novice but challenging enough for a veteran manager, \u003cem\u003eSales Management Demystified\u003c\/em\u003e is your shortcut to developing a successful sales team.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Robert J. Calvin\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0071486542\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780071486545\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e McGraw-Hill Education\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 05\/14\/2007\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 400\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.54lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.18h x 7.40w x 1.09d","brand":"Robert J. Calvin","offers":[{"title":"Paperback","offer_id":43913341403391,"sku":"9780071486545","price":31.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/products\/img_94125c72-8531-4df3-ab04-21619a9d104e.jpg?v=1680618078","url":"https:\/\/www.whiterainbookhouse.com\/products\/sales-management-demystified-robert-calvin-9780071486545","provider":"WR Book House","version":"1.0","type":"link"}