{"product_id":"making-sales-manager-sales-managers-survival-guide","title":"Making Sales Manager: Sales Manager's Survival Guide","description":"From sales rep to sales manager.\nManaging isn't the same as selling. Whether you've just \"made\" manager or you're a seasoned veteran, in today's fast-paced, trim-the-fat atmosphere, more is expected from the sales manager than ever before: you're expected to do more with less. Your job is tied firmly to \"the bottom line\" but the bottom line keeps moving; meanwhile, the mountain of paperwork won't budge. You don't need a pep talk, you need a survival guide. Making Sales Manager: All You Need to Know to Lead and Succeed was written for you.\nDon't become a casualty of your own hard work.\nSales tools and techniques are great--for selling. Managing means not only learning some new techniques, but unlearning some old ones. In fact, this \"letting go\" process may be the most difficult of all--after all, these skills worked for you in the past and they probably helped you land this promotion as well!\nSuccessful management means shifting gears.\nChances are as a rep you were on your own with your own territory and customers and your measurements of success were fairly obvious--you sold or you didn't. The executive sales manager survives by making sure others are successful, or, more precisely, by providing a climate in which others can succeed. The term \"sales manager\" is itself a misnomer--you are actually a manager of sales people. Success now depends on how well you rechannel your efforts and Making Sales Manager provides everything you need to make this crucial transition with a step-by-step plan that covers: assessing your personnel time sequence success factors--hiring, development and training, diagnostic tools for budgeting and sales forecasting, management of short- and long-term sales cycles, strategies for product and service selling, making joint calls, motivating others--myths and realities, developing leadership skills, and working within the organization.\u003cbr\u003eASIN: 1557384002\u003cbr\u003eVSKU: BVV.1557384002.VG\u003cbr\u003eCondition: Very Good\u003cbr\u003eAuthor\/Artist:Nesbit, Robert|Miller, Arthur\u003cbr\u003eBinding: Hardcover\u003cbr\u003e\u003cb\u003eNote:\u003c\/b\u003e Any images shown are stock photographs and product may differ from what is shown.  \u003cbr\u003e\u003cb\u003eCondition Notes\u003c\/b\u003e: Book has little sign of wear or use  \u003cbr\u003e","brand":"Blue Vase Books","offers":[{"title":"Default Title","offer_id":43335968522301,"sku":"BVV.1557384002.VG","price":14.4,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0589\/4225\/9261\/files\/1557384002-0.jpg?v=1783744855","url":"https:\/\/www.bluevasebooks.com\/products\/making-sales-manager-sales-managers-survival-guide","provider":"Blue Vase Books","version":"1.0","type":"link"}