Last edited by Nikogal
Wednesday, May 6, 2020 | History

5 edition of Managing salespeople found in the catalog.

Managing salespeople

a relationship approach

by Robert E. Hite

  • 89 Want to read
  • 36 Currently reading

Published by South-Western College Pub. in Cincinnati, OH .
Written in English

    Subjects:
  • Selling -- Personnel management.,
  • Sales personnel.,
  • Sales management.

  • Edition Notes

    Includes bibliographical references and index.

    StatementRobert E. Hite, Wesley J. Johnston.
    ContributionsJohnston, Wesley J.
    Classifications
    LC ClassificationsHF5439.5 .H57 1998
    The Physical Object
    Paginationxviii, 412 p. :
    Number of Pages412
    ID Numbers
    Open LibraryOL795480M
    ISBN 10031406432X
    LC Control Number95031328

      If you adapt your management style to meet their needs, and understand the behaviors needed to do it, you'll have a lot fewer headaches. And your salespeople will thrive. This article is an. The right sales book can help you unlock your hidden potential. However, there are hundreds of books on sales, business and management available, so how do you find the best books on sales, business or on being successful? We selected 27 that could provide the basis of your reading and research in

      Amazon contains , book titles containing the word "sales" containing the word "selling." Since you're probably not going to read all , of them, I thought it might be useful. Ethical legal issues that sales people need to worry about include the relationship between the sales manager and the sales person, conflicts between corporate policy and the sales reps personal ethics, and issues that arise in the sales person's inner action with_____.

    This book not only should be on “best sales books” list, it should also be a “best book” list, period. Pro-tip – This book will make your life better, plain and simple. 9. Strategic Selling (Stephen Heiman, Robert Miller) This book takes a different approach which hits home with a lot of ‘non-salesy’ people. Sales managers have all the usual management concerns, such as fair hiring practices. According to the Federal Sentencing Guidelines, managers also have to develop policies and practices that codify ethical behaviors, train salespeople on the ethics policies, and ensure that the policies are followed. In addition, sales managers have to be.


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Managing salespeople by Robert E. Hite Download PDF EPUB FB2

In easy, effective language, 'Managing Salespeople' provides you with the toolkit you need to create, manage and grow your sales team. The author walks you through personally-tested techniques on how to hire and train, and manage and motivate, your salespeople.

He also teaches you to effectively harness the power of telemarketing.5/5(3). Managing salespeople book Salespeople: A Relationship Management Approach Hardcover – Septem by Robert Hite (Author), Wesley J. Johnston (Author)Author: Robert Hite, Wesley J. Johnston. Enter your mobile number or email address below and we'll send you a link to download the free Kindle App.

Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required. To get the free app, enter your mobile phone : Hardcover. Managing Salespeople Hardcover – by Robert Hite; Wesley J.

Johnston (Author) See all 3 formats and editions Hide other formats and editionsAuthor: Robert Hite; Wesley J. Johnston. Managing for Sales Results is an essential work for anyone who manages salespeople, written by someone who continues to successfully manage sales teams.

This is Managing salespeople book must-read." —Jim Rohn, coauthor of Twelve Pillars and The Five Major Pieces to the Life Puzzle5/5(4). Open Library is an open, editable library catalog, building towards a web page for every book ever published.

Managing salespeople by C. Robert Patty,Reston Pub. edition, in English Managing salespeople ( edition) | Open LibraryPages:   The NOOK Book (eBook) of the The Accidental Sales Manager: A Survival Guide for CEOs (or Owners or Presidents) Who Find Themselves Managing Salespeople by Due to COVID, orders may be delayed.

Thank you for your : Entrepreneur Press. In this book, the authors combine strategic insight with pragmatic advice on how sales leaders can hire and retain the best salespeople, motivate them, teach them the necessary skills and put them in the best position to succeed.

The issue with sales books is that there are a million of them. Some aren’t suitable for new salespeople as they cover more advanced topics, or don’t really relate to someone new in sales.

Here are the three books I recommend to new salespeople along with an explanation of why. I recommend them in this order. 3 Sales Books For Rookie Sales Reps. The 9 Books Every Boss Should Read There are a million books about management, but these nine are essential.

By Geoffrey James, Contributing editor, @Sales_Source. Managing Salespeople A Business Owner’s Guide Book Excerpt Philip A. Gerber Stevens Creek Blvd., Suite Cupertino, CA COVID Resources.

Reliable information about the coronavirus (COVID) is available from the World Health Organization (current situation, international travel).Numerous and frequently-updated resource results are available from this ’s WebJunction has pulled together information and resources to assist library staff as they consider how to handle.

Tom Bird is a keynote speaker, business trainer, author and a coach. He is the Director of Release the Potential, a consulting agency that helps companies in development and coaching.

Jeremy Cassell is the founder of RTP and works alongside Tom Bird in running the agency, as well as co-authoring other several books. Continually placing the student in the role of the sales manager, this book focuses on the "personal" side of the job. It recognizes that sales managers do not start from scratch, but inherit sales programmes which must be worked and changed from within.

Terminology is. This is an Excellent Book on Time Management. The ability to properly manage your time is a challenge for every manager. This book by by Karen Leland and Keith Bailey can help.

Time Management In an Instant: 60 Ways to Make the Most of Your Day (In an Instant (Career Press)). Not only will you learn some key concepts on time management. If you’re managing a sales team or are a founder running point on sales, knowledge is your best friend.

These books cover the nitty gritty of managing a sales team as well as the psychology of management in business. In many of the managerial books and podcasts that I’ve listened to, they are considered the most important piece in management and for good reason. They foster the manager/employee relationship and give managers the ability to keep a pulse on how the the rest of the team is feeling.

In the context of this article. There has always been a lot of discussion about which is the best approach to managing sales people, activity based management or results based management. For the record, I'm % in the results. Philip Gerber wrote 'Managing Salespeople: The Business Owner's Guide' expressly for your situation.

As a small business owner, you understand how critical Sales is to your business' survival and success. You also realize that the salesperson is. Business Books 12 Best Books Every Leader Needs to Read The essential library for those whose success depends upon the people they manage.

Summary: A relationship management theme throughout this text teaches managers to guide salespeople in establishing and maintaining relationships with their customers.

Coverage includes ethics, managing the salesperson in an international setting, and implications of technology in managing salespersons.Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening.

These 12 sales management tips are based on real knowledge gained from building companies from 0 – $ Million, from world-renowned sales leaders. You need knowledge, skills and empathy. The best salespeople have a deep understanding of psychology, human behavior, strategy, have made a long and short-term plan and are experts on the industries of themselves and their clients.

And sales books are a great resource to harness those traits.