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	21st Century Sales Management Don't learn it the hard way! Author: Peter Chambers Paperback - A5 - 189pp - £14.99 - ISBN 1-85252-451-0 What is sales management? Is it all smoke and mirrors, bribery and bullying? Of course not - it is a skilled, logical and intelligent role that demands the discipline and planning of any other senior position. This book is for anyone with any interest in or concern for managing a sales team, recruiting sales people, developing a selling function - in fact all people in all businesses. Some people are in positions of control but have little real understanding of managing or overseeing a sales department. Frequently promotions are made on a 'who's next?' basis resulting in responsibilities over poorly understood functions. Price: £14.99


	The First-Time Sales Manager Author: Jeremy G Thorn Paperback • 216 x 135mm • 226pp • £12.99 • 1-85252-397-2 • 2002 This is a new edition of a well-used and popular book. Sales managers are trained - not born. The book is designed to meet that training need. Written for those about to take on new responsibilities, perhaps as a first major career step, it will also help existing managers who seek to extend their role and performance. The First-time Sales Manager deals with a range of topics including: • Managing - not selling: the differences between sales management and selling, dealing with bosses, colleagues and staff, administration, computers and sales planning • What a sales manager does and how to do it well: interviewing, training, leadership, motivating; controls, reports and records, monitoring the competition and business planning • Marketing and strategic direction: basic marketing principles, pricing, product development, packaging, promotions, exhibitions • How to handle problems: personal, ethical, legal … the range is wide. The book is fully supported with check-sheets, working documents and useful exercises. 'An excellent publication that any company employing sales managers should use' Business Review 'Sales reps moving up to managerial roles could learn a lot from this book' The Star Price: £12.99


	How Customers Like to Buy Author: Steve Deery Paperback • 216 x 135mm •164pp • £12.99 • 1-85252-399-9 • 2002 This important new book takes a careful and detailed look at the personality types of buyers and the way that the professional sales person needs to be aware of these when trying to make a sale. If a sale does not occur, the problem lies either with the seller or the buyer. Knowing about the buyer is vital. This book examines the gap between those who could buy and those who actually do buy, especially from the point of view of the personality type of the buyers. Steve Deery identifies four main types, the analytical, driver, amiable and expressive personalities and shows how the astute salesperson can capitalise on this knowledge and operate accordingly, thereby greatly increasing the possibilities of a sale. The same characteristics can apply to the sellers and the book looks at the possible interactions, successes and failures of mis-matching types and personalities. This is a book for all professional sales people who seek to improve their sales figures and who are willing to take time to see the rationale behind the performance and personality of their customers and clients. Price: £12.99


	How to Get the Best Out of Today's Salespeople Author: John Fenton Paperback • A5 • 208pp • £12.99 • 1-85252-282-8 • 1999 How to Get the Best Out of Today’s Salespeople deals with the sales manager’s most pressing responsibilities. It provides guidance in most of the critical problem areas of the sales manager’s job and also explains how to motivate a sales team, achieve consistent results, implement effective reporting and how to build a team of salespeople who themselves strive for continual improvement. Each of the 52 chapters can be read and implemented in isolation so that the reader can reap benefits fast. Price: £12.99


	How to Win New Customers (new edition) Author: John Fenton Paperback • A5 • 160pp •£12.99 • 1-85252-409-X • 2002 Vision Statement by HRH Prince Philip, Duke of Edinburgh One of the series of professional sales guides by Britain's leading sales guru – How to Win New Customers covers the process of expanding the customer base. In some instances this may involve creating new awareness of the product you are selling – in many instances it will mean going out and capturing your competitors' customers for your own... This book shows sales managers and their reps how to expand their business, quickly and profitably, by taking their product into new markets, and by winning new customers in the markets they already serve. Price: £12.99


	Sales Team Leadership Author: Graham Little Paperback • A5 • 192pp • £12.99 • 1-85252-337-9 • 2000 The fifth in a new series of leadership guides by business author and consultant, Graham Little. This series of five books covers the principles of business leadership in a variety of contexts. Sales Team Leadership is targeted as sales managers and sales directors. Areas covered include: - Taking responsility for profit - Generating increased sales - Managing the sales team - Handling the key accounts - Coaching and development - Motivation and incentives - Territory organisation - Co-ordination of internal and external operations. Price: £12.99


	The Secrets of Successful Sales Management Author: Tony Adams Paperback • A5 • 172pp • £12.99 • 1-85252-283-6• 1999 By the author of the bestselling Secrets of Successful Selling, this book shows what it takes to become a successful, or more successful manager. More than that, it lays down some unique, Adamsian prinsiples for sales philosophy, man-management and business development which you ignore at your considerable peril. The Secrets of Successful Sales Management is a frank and intelligent manual for managers and potential managers who want to make the most of their careers. Areas covered include: - Achieving success in sales - How to work territories - The ins and outs of recruitment - Developing the sales force - The secrets of man management - The fundamentals of sales force motivation Price: £12.99