About The Author
Acknowledgments
Preface
Part I : Managing and Motivating Your Sales Force
Chapter 1 : From “Doing Manager” to “Managing Manager”
Chapter 2 : Becoming A Proactive Manager
Chapter 3 : Refining Your Management Style
Chapter 4 : The Role of Self-Esteem in Successful Sales Management
Chapter 5 : Creating an Atmosphere for Achievement
Part II : Managing The Selling Process
Chapter 6 : Hiring New Salespeople
Chapter 7 : Formal and Informal Communications
Chapter 8 : Managing Information and Paperwork
Chapter 9 : Strengthening Your Strategic Focus
Chapter 10 : Coaching Your Salespeople
Chapter 11 : Focusing on The Future
Conclusion
Appendix : Sales Management Forms
Index
