Publisher's Synopsis
Managing Sales People provides comprehensive coverage of a sales manager's activities with particular focus on the personal side of the job. It recognizes that sales managers do not start from scratch, but inherit existing sales programmes that they must work and change from within.;Features - boxed examples throughout the text feature reprinted articles from trade publications, providing real-world excerpts; an approach which continually places the reader in the role of the sales manager, thus challenging him or her to think about the situations described; easy-to-read presentation of material with sales terminology fully explained; extensive treatment of quotas, budgets, incentives and corrective action - features rarely covered fully and often ignored completely; a large number of end-of-chapter discussion questions and case studies.
