Sales Management: Products and Services. Dr Jae K Shim

       Sales quotas

       Salespeople’s compensation plan

       Salespeople’s expenses

       Characteristics of a successful sales manager

       Chapter 18: Selection and Training of Salespeople

       Current methods used for selecting salespeople

       The personal interview

       The personal interview (continued)

       Psychological tests

       Purposes of training

       General content of training programs

       Personnel used in training programs

       Methods for training

       Mistakes to avoid

       Chapter 19: The Sales Force of the Future and Social Media Marketing

       New techniques for sales success

       The drivers that make sales teams tick

       Sales force issues

       Productivity drivers

       The alpha change process

       Step 1. Identify the drivers

       Step 2. Identify best practices

       Step 3. Implementation

       The beta change process

       Step 1. Assess and prioritize

       Step 2. Action plan

       Step 3. Implement and track

       Current practice

       Social Media Marketing

       The Benefits

       A Large Audience

       Branding

       Relationship Building

       The Business Process

       The Negatives

       Choosing the Right Strategy

       Measuring Success

       Analytics are a great source of information

       Glossary

       Index

       Preface

      Sales Management is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm. Sales management in the twenty-first century is characterized by

      ►Innovation fuels success in selling today.

      ►Sales effectiveness is enhanced through technology. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort.

      ►Leadership is a key component in sales management success.

      ►Sales management is a global endeavor.

      ►Ethics underlies all selling and sales management activities.

      ►Social media marketing comes of age.

      This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media marketing, affecting sales organizations and sales managers today are highlighted

       About the Author

      Dr. Jae K. Shim is a professor of business at California State University, Long Beach and CEO of Delta Consulting Company, a management consulting and training firm. Dr. Shim received his M.B.A. and Ph.D. degrees from the University of California at Berkeley (Haas School of Business). Dr. Shim has been a consultant to commercial and nonprofit organizations for over 30 years.

      Dr. Shim has over 50 college and professional books to his credit, including, Budgeting Basics and Beyond, 2012-2013 Corporate Controller’s Handbook of Financial Management, Dictionary of Business Terms, The Complete CPA Reference, CFO Fundamentals, and the best-selling Vest-Pocket MBA.

      Thirty-three of his publications have been translated into foreign languages such as Chinese, Spanish, Russian, Polish, Croatian, Italian, Japanese, Indonesian and Korean. Professor Shim’s books have been published by CCH, Barron’s, John Wiley, McGraw-Hill, Prentice-Hall, Penguins Portfolio, Thomson Reuters, Global Publishing, and American Management Association (Amacom).

      Dr. Shim has also published numerous articles in professional and academic journals. He was the recipient of the Financial Management Association International’s 1982 Credit Research Foundation Award for his article on cash flow forecasting and financial modeling.

      Dr. Shim has been frequently quoted by such media as the Los Angeles Times, Orange County Register, Business Start-ups, Personal Finance, and Money Radio. He also provides business content for CPE e-learning providers and for m-learning providers such as iPhone, iPad, iPod, Blackberry, Android, and Window Phones.

       CHAPTER 1

       Sales Management and Selling: Its Development and Role in American Society

      Sales management is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm. Sales Management in the Twenty-First Century is characterized by

      ►Innovation fuels success in selling today.

      ►Sales effectiveness is enhanced through technology. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort.

      ►Leadership