Sales Management: Products and Services. Dr Jae K Shim
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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
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
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.
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