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1.) The New Sales Manager
The Second Edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management:
Communication
The use of technology
Networking
Managing time
Selecting and recruiting salespersons
Morale and motivation
Appraising and developing salespersons
The role of governance
2.) 9 Brand Shaastras
This book highlights the importance of the salesperson in an organization and approaches the sales management function from the motivational dimension. Restoring the lost vocational esteem to the salesperson’s job, the author
Takes an integrated look at management decisions, both strategic and operational, and works out each as a motivator for the salesperson
Emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives
Highlights the importance of the behavioral transactions that have to take place for a sale to be successful
Stresses the need to devise appropriate training programs for salespersons
The author draws extensively from his personal and research experience to create easy-to-apply frameworks for various sales management functions. ISBN - 9788132108627
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