Verkäufer zum Erfolg führen

VDMA 2011
130 pages

ISBN 978-3-8163-0608-5

The handbook of current management techniques for sales managers in all sectors
Author: Hans Fischer
Sales managers in small and medium-sized companies need tangible practical tips that they can apply immediately in their day-to-day work! This book provides the most important advice and techniques for managing a sales team. Unmanaged, a sales team will only deliver a small part of the performance it is capable of as a well-functioning team. Despite all the salespeople's assurances that they act on their own responsibility, are ambitious and give their best, experience shows that the performance of a sales team is very unevenly distributed.

Content:
- The path to leadership personality - How important is stable smell?
- The manager as ex-colleague
- The manager as newcomer
- Dealing responsibly with individuals
- The most effective leadership tools
- Salespeople are different
- Developing the different leadership styles
- Finding your own way
- The different types of sales manager
- The 3 core tasks of the sales manager
- The traps for the sales manager
- Beliefs and prejudices
- The laws of group dynamics