BUSINESS BOOKS AND REPORTS
Sales Management and Organisation
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.