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12 results on '"Sales managers -- Human resource management"'

1. Hiding out: some salespeople are using technology to avoid meaningful contact with customers. When e-mail becomes a crutch, sales managers have to step in--fast

Author

Bulik, Beth Snyder

Subjects
Sales managers -- Human resource management, Electronic mail systems -- Usage, Sales personnel -- Customer relations, Sales personnel -- Information management, Company personnel management, Company systems management, E-mail
Abstract

David Sciandra was tired of playing hide-and-seek. One of the inside salespeople whom Sciandra manages as eastern regional sales manager for Ametek Solidstate Controls, an electrical power company based in […]

Published
2004

2. Managing egomaniacs: top performers can be the saviors of a sales team during trying economic times. But their larger-than-life personalities and over-the-top demands can also tear a team apart. Here's how to manage their egos--and still keep them productive

Author

Cummings, Betsy

Subjects
Sales management -- Methods, Sales managers -- Human resource management, Sales personnel -- Management, Sales personnel -- Psychological aspects, Company personnel management, Company business management, Sales management
Abstract

Everybody has a name for those top sellers who expect special treatment. Some call them egomaniacs. Others refer to them as too-big-for-their-britches. Some go so far as to call them […]

Published
2004

3. Exploring the sales manager's feedback to a failed sales effort

Author

Harmon, Harry A., Brown, Gene, Widing, Robert E., II, and Hammond, Kevin I.

Subjects
Selling -- Evaluation, Sales managers -- Human resource management, Feedback (Psychology) -- Methods, Company personnel management, Advertising, marketing and public relations, Business, Business, general
Abstract

The choice of positive or negative feedback from a sales manager has a significant effect on the success of a salesperson.

Published
2002

4. Pulling in wholesale business

Author

Pratt, Jim

Subjects
Mortgage banks -- Human resource management, Mortgage brokers -- Human resource management, Sales managers -- Human resource management, Company personnel management, Banking, finance and accounting industries, Business, Real estate industry
Abstract

It takes a deft sales touch, sound underwriting knowledge and a talent for approaching top prospects to be a successful account representative in wholesale. But the best in the business [...]

Published
1993

5. An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

Author

Brashear, Thomas G., Boles, James S., Bellenger, Danny N., and Brooks, Charles M.

Subjects
Sales management -- Psychological aspects, Sales managers -- Human resource management, Job satisfaction -- Psychological aspects, Employee turnover -- Psychological aspects, Sales management, Company personnel management, Advertising, marketing and public relations, Business
Abstract

The influence of trust upon sales manager-sales personnel relationships is analyzed. Trust influences job satisfaction and indirectly influences employee turnover.

Published
2003

6. Find Your Next Sales Star

Author

Aronauer, Rebecca

Subjects
Employee recruitment -- Methods, Sales personnel -- Recruiting, Sales managers -- Human resource management, Industry hiring, Company personnel management
Published
2007

7. Do You Really Measure Performance?

Author

Stein, Dave

Subjects
Performance appraisals -- Methods, Sales managers -- Practice, Sales managers -- Human resource management, Company personnel management
Published
2007

8. Making coaching part of the performance culture's DNA: Part 1

Author

Hubbard, Jack

Subjects
Sales managers -- Human resource management, Sales management -- Methods, Mentors -- Methods, Sales management, Company personnel management, Banking, finance and accounting industries, Business
Abstract

Sales calls generally soar or crash based on reactions to personal contacts. Therefore, it makes sense to observe behavior in these instances to facilitate improvement. This article discusses joint calls [...]

Published
2006

9. Home office vs. the field: one manager and one salesperson square off on issues facing sales organizations today

Subjects
Sales personnel -- Compensation and benefits, Sales managers -- Human resource management, Employee incentives -- Management, Company personnel management, Company business management
Abstract

AT ISSUE: Should sales managers give holiday gifts to their salespeople? SALESPERSON: "Yes, I do think sales managers should give their salespeople holiday gifts, even if it is just a […]

Published
2004

10. Proving their worth: save your training dollars for reps who are worthy

Author

Chang, Julia

Subjects
Sales management -- Methods, Sales managers -- Human resource management, Sales personnel -- Training, Company personnel management, Sales management
Abstract

In the third quarter the economy grew 8.2 percent--the strongest growth in nearly 20 years--and one sign of this strength was seen in sales hiring, as companies focus on revenue […]

Published
2004

11. From the recruiter: the new help-wanted wasteland

Author

Haering, Mark

Subjects
Sales managers -- Human resource management, Sales personnel -- Vocational guidance, Company personnel management
Abstract

A growing number of my clients are convinced the bloom is off the Internet rose when it comes to talent acquisition. Yogi Berra once said of a New York nightclub, […]

Published
2004

12. Joe Abruzzese realigns staff

Author

McManus, John

Subjects
CBS Broadcasting Inc. -- Officials and employees -- Human resource management -- Contracts, Television advertising -- Contracts, Sales managers -- Human resource management, Television broadcasting -- Officials and employees, Advertising, marketing and public relations, Mass communications, Contract agreement, Company personnel management, Contracts, Human resource management, Officials and employees
Abstract

Joe Abruzzese Realigns Staff * CBS SALES CHIEF JOE ABRUZZESE realigned CBS's ad sales staff last week, said advertising agency media buyers familiar with the staff changes. Dan Koby, vp/prime-time [...]

Published
1991

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