The Field Sales Manager: A Manual of Practice (Classic Reprint)
Idioma: inglés
Editorial: Forgotten Books, 2017
- Tapa blanda
- Nuevo
Librería: Forgotten Books, London, Reino UnidoForgotten Books
Vendedor de AbeBooks desde el 2 de junio de 2021
Condición: Nuevo
EUR 21,03
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Print on Demand. This book delves into the multifaceted role of the field sales manager, a pivotal figure who manages and motivates the sales force, serving as a liaison between them and company headquarters. The author highlights that despite varying titles and responsibilities across different organizations, effective field sales managers share common traits such as the ability to lead and inspire their teams while understanding their unique needs and challenges. The book explores the importance of planning, organizing, and controlling the activities of the sales force, emphasizing the need for setting clear goals, establishing performance standards, and providing necessary resources. It also examines the significance of effective communication and reporting systems in maintaining alignment and driving success. The author emphasizes the critical role of field sales managers in the development and growth of their teams, recognizing that empowered and skilled salespeople are vital to achieving organizational objectives. Overall, this book provides valuable insights into the complexities and rewards of field sales management, offering practical guidance and a comprehensive overview of the subject. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book.…
N° de ref. del artículo 9780259893400_0
- Título
- The Field Sales Manager: A Manual of Practice (Classic Reprint)
- Autor
- Albert Newgarden
- Editorial
- Forgotten Books
- Año de publicación
- 2017
- Estado
- New
- Tipo de libro
- print-on-demand item
- Encuadernación
- Paperback
- Idioma
- inglés
- ISBN 10
- 0259893404
- ISBN 13
- 9780259893400
- Catálogos de vendedores
- Marketing
The job of a manager, it has been said, is to get things done through the efforts of other people, and this definition has helped to shape the contents of this volume. There are, after all, many things that a field sales manager is called upon to do which do not directly involve the management of people. Some field sales managers, for 'éxample, are te~ sponsible for maintaining one or more field warehouses, and many field sales managers are responsible for a certain amount (sometimes a very great amount) of personal selling. Except to the extent that such activities are related to the central task of getting things done through the efforts of other people, however, they are not discussed in this volume.
For all of the similarities that exist between the responsibilities and problems of the field sales manager and those of his counterparts in other areas of the company's operations, the fact remains that the field sales manager is confronted with a number of special, if not in fact unique, problems resulting from the peculiar nature of the sales function. There are, in short, some very real differences between the management of salesmen in the field and the management of workers on a production line or in an oflice. (if there were not, there would be no need for such a book as this, for there are many excellent texts on management and supervision in general.) Some of these differences have to do with the remoteness of the field sales manager from company headquarters; others with the special characteristics of the salesman as a personality type; still others with the difiiculty of planning sales activities (as compared with production activities, for example). Most of these differences are dis cussed in detail in the opening chapters of this book.
Depending upon how much experience he has had as a field sales manager and how much opportunity he has had to think about this ex perience, almost any reader, I suspect, will be able to point out what seem to him to be major defects in this book. Thus, the regional sales manager with 20 years of management experience might object that a good part of it is much too simple and fundamental, while the sales supervisor who was a salesman just last week, who has five men reporting to him, and who has no responsibility at all for recruitment and selection might object that a good part of it is much too complex, and quite irrelevant to his job. This, of course, is the price one pays for trying to design a book that will be useful to the many rather than the few. Some day, perhaps, there will be books for the regional sales manager in a large, decentralized industrial-goods company and for the branch manager in charge of supermarket accounts in a hosiery company. In the meantime.
About the Publisher
Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com
This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
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Forgotten Books
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Forgotten Books’ Classic Reprint Series utilizes the latest technology to regenerate facsimiles of historically important writings. Careful attention has been made to accurately preserve the original format of each page whilst digitally enhancing the quality of the aged text.
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