Israel

Israel

Posts 1-1 of 1
  • Gilad Gilboa
    Gilad Gilboa
    The company name is only visible to registered members.
    Sales Management: Core Overview & Books every Sales manager should read !
    Sales Management: Core Overview
    Sales management is the business of overseeing a company's sales operations. It is a broad area of responsibility that often overlaps with marketing. However, it can be broken into two main areas of responsibility: managing the overall sales functions (sales planning, policies, distribution, and market analysis) and sales force management (training, motivation, and compensation= TMC principle).
    As part of managing overall sales functions, sales managers analyze competitive products and selling techniques, review research, and work with budgets and quotas. They decide upon reporting and computer systems. They set pricing policies, decide on distribution channels, approve sales promotion and incentive programs, determine travel and entertainment policies, establish territories, and decide which trade shows and conventions to participate in.
    The responsibilities of managing the sales force include staff recruitment, performance evaluation, training, directing all sales personnel and activities, dealing with customer service, and developing and tracking leads. Also involved is compensation and motivation.
    According to a joint survey conducted by Dartnell and the International Performance Research Association, 97 percent of sales and top managers said improved communication would help increase performance. Additionally, 65 percent said that there was a lack of motivation in their companies. These are just two areas where sales managers can concentrate their efforts.
    BOOKS
    Sales, Marketing, & Continuous Improvement: Six Practices to Achieve Revenue Growth and Increase Customer Loyalty. Author Daniel M. Stowell studied the practices of more than 60 companies to produce these insights, spotlighting six reliable, results-generating improvement terchniques and how to implement them successfully in the sales and marketing departments of any organization. $42 through Amazon.com.
    The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market. New York Times bestseller. Authors Michael Treacy and Fred Wiersema show what it takes to become a leader in your market, and stay there, in today's demanding environment. $10.20 through Amazon.com. $15 through Barnes and Noble.
    Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, by Linda Richardson, shows sales managers how to increase the effectiveness and productivity of their salespeople through coaching. $13.57 through Amazon.com. $15.96 through Barnes and Noble.
    The Dartnell Sales Manager's Handbook is an invaluable resource for anyone in sales management. The 1,272-page book is a comprehensive review of every aspect of the job. $93.50. Dartnell Corp., Chicago. Call 800-341-7874; fax 561-622-2423, or click on http://www.dartnellcorp.com
    AMA Handbook for Successful Selling, by Bob Kimball, is a detailed resource book for the professional salesperson, whether a novice or a seasoned pro. The author discusses selling oneself, basic communications, developing leads, the sales call, objectives, and closing the deal. $14.95 through Amazon.com. $14.20 through Barnes and Noble.

    High Performance Sales Organizations provides strategies (including training and coaching) to revolutionize customer-supplier relationships. $0.30 through Amazon.com. $29.95 through Barnes and Noble.
    Leading Your Sales Team, by Jim Pancero, provides a terrific and convenient guide for people wishing to refine their sales managment skills. The author covers the philosophy of sales management, different management styles, the role of self-esteem, creating an atmosphere for achievement, managing the sales process, hiring, motivating, and communicating. 233 pp. $31.50. Dartnell. Call 800-341-7874.
    Manage Globally, Sell Locally, by A. Lee Blackstone, describes account-based sales strategies, as opposed to the territory approach. It looks at account development, customer relationships, strategic account management, and more. There are also chapters on automation and planning an executive seminar. The book includes charts for account management, contact lists, forecasts, and activity logs. $27.50 through Amazon.com. $27.50 through Barnes and Noble.
    The SPIN Selling Fieldbook, by Neil Rackham, is another one of those self-help sales books that features a specific strategy called SPIN, for Situation, Problem, Implication, Need. The book is designed to be used like a workbook, with short exercises at the end of each chapter to make sure readers fully understand the process. $15.61 through Amazon.com. $16.06 through Barnes and Noble.
    Teleselling: A Self-Teaching Guide, by James D. Porterfield, is designed to help telephone salespeople teach themselves how to maximize their effectiveness. Chapters cover an overview of telephone selling, buying motives, a basic sales-call strategy, prospecting, steps to the sale, trouble-free communication, effective listening, managing your calls and your time, and developing a script. $24.95 through Amazon.com. $13.96 through Barnes and Noble.
    Sales Force Automation, by George Colombo, will help any sales organization enter the 1990s. It offers practical advice for getting started and choosing the right system for your company, in addition to detailing the benefits of automation. Many real-life examples are used to demonstrate the strategies. $0.94 through Amazon.com. $13.45 through Barnes and Noble.
    Selling to the Affluent, by Dr. Thomas J. Stanley, teaches how to create lists of affluent prospects, how to approach prospects when they are most likely to buy, and how to find information that will help you communicate and close sales more successfully. $13.97 through Amazon.com. $19.95 through Barnes and Noble.
    Socratic Selling, by Kevin Daley with Emmett Wolfe, advocates a sales approach using Socratic methods of questioning and dialogue to help determine a customer's needs, identify motivations, overcome objections, and close. $13.97 through Amazon.com. $18.95 through Barnes and Noble.
    Selling Power magazine has a free catalogue of books on sales skills, leadership, and scripts for telephone sales and overcoming objections. Call 540-752-7000.
    Sales and Marketing Executives International offers an audiocassette series consisting of 12 tapes that feature overviews and highlights of the top 5 books on sales management, training, and marketing. Call 770-661-8500, 312-893-0751, or click on http://www.smei.org.
    Customer Relationship Management Association (CRMA), formerly the Sales Automation Association (SAA), has a free catalogue of books related to sales force automation. Call 770-642-1834.
    World Class Selling, by Roy Chitwood, another self-help training book for salespeople focuses on the author's own selling process. The 24-chapter book takes readers through every step of the sales process, advocating a process that does things "for the client instead of to the client." Includes many examples and worksheets. $27.45 through Amazon.com.
    Virtual Selling, by Thomas Siebel and Michael Malone, addresses how companies can implement sales force automation and improve the effectiveness and productivity of the sales force. The authors describe how their vision, "virtual selling," maximizes the benefits of automation by making sure that salespeople don't simply focus on operations and reporting but also on the process of generating leads, making good presentations, and closing the sale. $26 through Amazon.com. $16.95 through Barnes and Noble.
    10 Secrets of Time Management for Salespeople, by Dave J. Kahle, presents time tested--and workable--time management guidelines specific to sales and selling. The book details how to create useful systems, prioritize workflow, and plan effectively. The book also distills processes and tools into easily applied steps that helps readers better balance the unique demands of selling with their personal lives. $10.19 through Amazon.com. $14.99 through Barnes and Noble.


    By courtesy of:


    Gilad G. Gilboa
    Consultant Trainer Speaker
    since 1989

    Expert in Sales Management & Sales
    business: 077 4000041
    fax: 153 50 5543941
    mobile: 050 5543941
    email: gilad@consultant.com http://www.giladgilboa.area.co.il
    • 28 Feb 2006, 5:25 pm