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Your search keyword '"Sales managers -- Human resource management"' showing total 14 results
Start Over Descriptor "Sales managers -- Human resource management" Topic sales personnel -- training
14 results on '"Sales managers -- Human resource management"'

1. Coaching practices in the business-to-business environment

Author

Good, David J.

Subjects
Sales personnel -- Training, Sales managers -- Human resource management, Advertising, marketing and public relations, Business, Business, general
Abstract

Sales managers have diverse functions, one of which is to enhance the performance of the salesforce. In many corporations, sales managers resort to developmental coaching to train sales personnel. In business-to-business selling, coaching strategies have been influenced by the need to build relationshps with customers. Thus, coaching relationship processes are integrated in the sales call.

Published
1993

2. Starting a sales force from scratch

Author

Murray, Tom

Subjects
Sales management -- Case studies, Sales managers -- Human resource management, Sales personnel -- Training, Pilot Corporation of America -- Marketing, Lotus Development Corp. -- Marketing, Mama Tish's Italian Specialties -- Marketing
Abstract

Six months after joining Pilot Pen Corp. as national sales manager in 1975, Ronald G. Shaw decided he wanted to set up his own direct sales force. The primary reason? […]

Published
1991

3. Send in the specialists!

Author

Everett, Martin

Subjects
Marketing -- Innovations, Sales management -- Innovations, Sales promotions -- Methods, Sales managers -- Human resource management, Sales personnel -- Training, Client development -- Methods
Abstract

Even in the auto parts business, YOu may need a push to get where YOU're going, and these days it's likely to come from your customers. Until a few months […]

Published
1991

4. Moving technical support into the sales loop

Author

Cauthern, Cynthia R.

Subjects
Sales management -- Innovations, Sales managers -- Human resource management, Sales personnel -- Training, Management committees -- Innovations
Abstract

MOVING TECHNICAL SUPPORT INTO THE SALES LOOP More and more these days, the support staff is becoming an integral part of the sales team. You're in a meeting with the […]

Published
1990

5. Are your sales people trade show duds?

Author

Wiesendanger, Betsy

Subjects
Sales management -- Methods, Sales managers -- Human resource management, Sales personnel -- Training, Trade shows -- Marketing
Abstract

ARE YOUR SALESPEOPLE TRADE SHOW DUDS? Even field sales stars can fizzle on the trade show floor if they're not adequately prepared. In military parlance, a dud is a bomb […]

Published
1990

6. You can avoid the transfer training trap

Author

McCormick, William

Subjects
Sales management -- Human resource management, Employee relocation -- Management, Sales managers -- Human resource management, Sales personnel -- Training
Abstract

YOU CAN AVOID THE TRANSFER TRAINING TRAP As companies merge, purge, downsize, and generally try to operate more efficiently, a new type of sales recruit is showing up at the […]

Published
1990

7. What are the best ways to break in new salespeople?

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

WHAT ARE THE BEST WAYS TO BREAK IN NEW SALESPEOPLE? Introduce them to the product, the industry, and the customer, say panelists. Then, give them some training. While most of […]

Published
1990

9. How Kraft builds business managers from sales trainees

Author

Barrett, Suzy, Ranges, Richard L., and Lasky, Stuart M.

Subjects
Food industry -- Human resource management, Participatory management -- Methods, Sales managers -- Human resource management, Sales personnel -- Training, Kraft USA -- Human resource management
Abstract

"Empowerment" describes a variety of actions a company can take to give employees a greater sense of control and participation in the events and decisions affecting their business life. And […]

Published
1991

10. How to fire up complacent salespeople

Author

Gschwandtner, Gerhard

Subjects
Sales personnel -- Training, Sales managers -- Human resource management, Customer service -- Methods, Advertising, marketing and public relations, Business
Published
1991

11. Forget the sharks; swim with your salespeople

Author

Falvay, Jack

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

Q: Should your company spend money on outside sales training? A: Only if you have lots of discretionary money to spend and don't know what to do with it. While […]

Published
1990

12. Questions make the sale

Author

Falvey, Jack

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

QUESTIONS MAKE THE SALE All sales managers want a highly trained sales force. So they hire sales trainers. They buy packaged skills programs. They conduct extended home office courses in […]

Published
1990

13. 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

14. Want to be a great coach? Bite your tongue

Author

Falvey, Jack

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

WANT TO BE A GREAT COACH? BITE YOUR TONGUE Most sales managers feel that one of their most important duties is to coach field sales representatives to help make them […]

Published
1990

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