The New Sales Manager: Challenges for the 21st Century

The second edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. It is also an interesting, quick revision for senior sales managers who want to revisit the theory of sales management, in a painless, and perhaps, entertaining way. Covering the entire range of functions of a sales manager, the book has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and caselets to match the changes in the business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management: • Communication • The use of technology • Networking • Managing time • Selecting and recruiting salespersons • Morale and motivation • Appraising and developing salespersons • The role of governance