Sales Management and Organisation

Overview

The high cost of deploying sales people means effectiveness is a key business issue. This book provides a set of simple, practical, proven, award-winning techniques based on published and private research on the needs of today’s sales force and the successful sales management system developed by Professor John Adair.

Content

Introduction

Part One – Philosophy

Part Two – Framework

Agree targets and objectives
Organise appointments and travelling
Plan and prioritise daily
Developing existing customers
Find profitable new customers
Know your products and markets
Monitor and manage performance
Master your paperwork
Get more from your meetings
Managing your own development

Part Three – System

The author

Peter Green formed his own sales and management development consultancy in 1989. Previously, he had worked for J Bibby and the Hallmark Cards Group in sales, training and development, personnel and marketing services, up to European management and director level. One of the first Chartered Marketers, he is past Chairman of the Sales Training Association, a member of the Institute of Management, a Fellow of the Institute of Personnel and Development and an Investors in People adviser.

The contents of this book are based on the ideas and techniques which enabled him to be the first winner of a national sales management excellence award.