Chap16 - Planning Staffing and Training Successful Salespeople Chapter 16 C h a p t e r 16 16-2 16-3 Main Topics Main Topics The Tree of Business

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Unformatted text preview: Planning, Staffing, and Training Successful Salespeople Chapter 16 C h a p t e r 16 16-2 16-3 Main Topics Main Topics The Tree of Business Life: Management Transition from Salesperson to Sales Manager Technology Is Needed in the Job Being a First-Line Sales Manager Is a Challenging Job What Is the Salary for Management? 16-4 Main Topics Main Topics Overview of the Job Sales Management Functions Sales Force Planning Staffing: Having the Right People to Sell Training the Sales Force 16-5 The Tree of Business Life: Management Guided by The Golden The Golden Rule Rule : Recognize that the characteristics needed to be a sales manager are the same as those needed to be a salesperson Remember that just as there is a Golden Rule of sales, there is also a Golden Rule of sales management As a sales manager, treat others as you would like to be treated I T C E t h i c a l S e r v i c e Builds T r u e Relationships T T T T T T T T T T T 16-6 Personal Characteristics Needed for Managing Today’s Salespeople Joy in work Harmony in relationships Patience with people Kindness to people Morality in decisions Faithfulness to word Fairness in relationships Care for people Self-control in emotions Sales Leader 16-7 Transition From Salesperson to Sales Manager What changes occur? Perspectives change Goals change Responsibilities change Satisfaction changes Job skill requirements change Relationships change 16-8 Transition From Salesperson to Sales Manager, cont… The experience of being promoted Seven phases 1. Immobilization 2. Minimizing or denial of change 3. Depression 4. Acceptance of reality 5. Testing 6. Searching for meanings 7. Internalization 16-9...
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap16 - Planning Staffing and Training Successful Salespeople Chapter 16 C h a p t e r 16 16-2 16-3 Main Topics Main Topics The Tree of Business

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