The sales manager's profit planner - George Holmes

Sales management is a complex activity concerned with the task of taking a diverse group of individuals and moulding them into an effective and highly motivated selling team. In most cases, sales managers are required to undertake this task by themselves and are expected to remain abreast of the latest selling techniques and sales training methods.;The task of the sales manager can be broken down into two broad areas of concern. The first is that of planning and control; the second comprises the action components of the selling function. Most sales managers are generally competent at carrying out the action components of their role, largely an extension of their selling skills, but they often lack the same degree of competence with respect to the control and planning aspects of their work - even though it is proficiency in this area that distinguishes the outstanding from the average sales manager. This book focuses on this particular function.