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

1. Agree targets and objectives
2. Organise appointments and travelling
3. Plan and prioritise daily
4. Developing existing customers
5. Find profitable new customers
6. Know your products and markets
7. Monitor and manage performance
8. Master your paperwork
9. Get more from your meetings
10. 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.

Business Library

The Thorogood Business Library

This publication is part of The Thorogood Business Book Library a collection of specially selected business publications, which can start or enhance a businesses own library or supply whole teams with expert reading on their areas of discipline.

This compilation of publications is a balanced blend of all the disciplines which managers in every organisation need to have: finance, people skills, leadership, strategy, PR and sales and marketing.

The full retail price for all these books is £352, but the Thorogood Business Library can be purchased at less than HALF this price for £158.40 if booking via the website (excluding delivery @ £25).

The Exceptional Benefits

• Cheaper than Amazon!
• One purchase, one delivery, hassle free
• Great authors under one collection

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