Sales Management and Organisation

August 1999
More details
  • Publisher
  • Published
    30th August 1999
  • ISBN 9781854181671
  • Language English
  • Pages 176 pp.
  • Size 6.25" x 9.25"

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.

User's overview; 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.

Peter Green

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.