The Ultimate Sales Managers' Guide

ACKNOWLEDGMENTS.

ABOUT THE AUTHOR.

INTRODUCTION.

Part I Finding, Keeping, and Releasing Salespeople.

1 HIRING.

2 TRAINING.

3 PERFORMANCE EVALUATION.

4 THE THREE-TIERED SALES TEAM.

5 REWARDS AND RECOGNITION.

6 WHEN TO FIRE A SALESPERSON.

Part II Sales Meetings.

7 GROUP MEETINGS.

8 ONE-ON-ONE MEETINGS—FIFTEEN MINUTES OF FAME.

Part III Planning and Preparation.

9 GOALS LEAD TO GREATNESS.

10 THE THREE-STEP BUSINESS PLAN.

11 TEN TASKS TODAY.

Part IV Skills All Salespeople Should Have.

12 COLD CALLING.

13 PRESENTATION SKILLS.

14 CLOSING TECHNIQUES ALL SALESPEOPLE SHOULD KNOW.

15 EXPECTATION MANAGEMENT.

APPENDIX A: A BRIEF DISCUSSION OF ATTRIBUTES 39 THROUGH 52.

APPENDIX B: 52 ATTRIBUTES OF THE ULTIMATE SALES MANAGER.

INDEX.