The New Sales Manager

8/8/2019 The New Sales Manager

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Presented by

VIJAYKUMAR .S. K

(MKT-5TH BATCH)

Presented to

Sri Thirumal Reddy

Written by

Walter vieira


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y The New Sales Manager is an enormouslyuseful book that provides practical adviceand a sound foundation in salesmanagement to young managers.

y This book covers the entire range offunctions of a sales manager.

y This Second Edition has been thoroughlyrevised and includes plenty of illustrations,

real-life anecdotes and case studies, whichgive an insight into the changes in thecurrent business environment.


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Walter Vieira,

y Past Chairman of the International Councilof Management Consulting Institutes

(ICMCI- World Apex Body) is a CertifiedManagement Consultant (CMC); in practiceof management consultancy since 1975; andamong the first to be elected a Fellow of the

Institute of Management Consultants ofIndia, FIMQ, in 1995.


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Sage Publications Pvt. LtdThe author provided a thorough understanding of each

of the following areas as critical elements in the new worldof sales management:

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Communicationy The use of technologyy Networkingy Managing timey Selecting and recruiting salespersonsy Morale and motivationy Appraising and developing salespersonsy The role of governance


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y The Trauma of Promotion

y From Caterpillar to Butterfly

y Serious Deficiencies of Salesmen

y A Difficult and Challenging Joby Qualities Liked and Disliked

y The Planning Process

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The Sales Manager in the 21st Centuryy Ten Commandments

And more . . . . . . .


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Sales Manager

y Work done by team

y Plan for team

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Gives orders

y Gives suggestions

y Work done by individual

y Plan for himself

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Follows order

y Takes suggestions

Salesman


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y

The Trauma of Promotion

yFrom Caterpillar to Butterfly

ySerious Deficiencies of Salesmen

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A Difficult and Challenging Job


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y

Qualities Liked and Disliked

yAttributes for Success

yManaging the Job

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Managing Time


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yE

ffective CommunicationyBeyond Words

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Effective Control

yAppraising and Developing

Salesmen


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y The Sales Manager in the 21st Century

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Ten Commandments:Be objective

Be consistent

Be honest and sincere

Be positive not dogmaticBe kind but tough minded

Know what motivates each salesmen

Analyse performance, not personality

Be enthusiastic

Be good example

Treat salesman as intelligent adults.


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This book is of great knowledge for sales managersand those who are involved in the sales segment (higherlevel of management). For every marketing managementstudent should read this book thoroughly because theircareer is with sales. If one who thorough studies this bookthen he can easily tackle almost all problems and getsuccess in solving problems. By following this book onewho can put himself as great sales manager in thecorporate world.


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Documents

The New Sales Manager