Ronald Brown - From Selling to Managing: Guidelines for the First-Time Sales Manager

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Page iii FROM SELLING TO MANAGING REVISED EDITION Guidelines for the First-Time Sales Manager Ronald Brown American Management Association

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title	:	From Selling to Managing : Guidelines for the First-time Sales Manager
author	:	Brown, Ronald.
publisher	:	AMACOM Books
isbn10 | asin	:	0814477461
print isbn13	:	9780814477465
ebook isbn13	:	9780585024295
language	:	English
subject	Sales management, Sales personnel.
publication date	:	1990
lcc	:	HF5438.B825 1990eb
ddc	:	658.8/1
subject	:	Sales management, Sales personnel.

Page iv This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Brown, Ronald, 1900 From selling to managing : guidelines for the first-time sales manager / Ronald Brown.Rev. ed. p.cm. Includes index. ISBN 0-8144-7746-1 (paperback) 1. Sales Management.2. Sales personnel.I. Title. HF5438.B825199090-55201 658.8'1-dc20CIP 1990 Ronald Brown. 1968 AMACOM, a division of the American Management Association, New York. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10

Page v Contents Preface to the Revised Edition vii 1. The Transition From Selling to Managing 1 2. Planning: The First Step 9 3. Implementing the Plan 33 4. The Appraisal Process 71 5. The Control Function 97 6. Effective Communications 113 7. District Sales Meetings 123 8. Recruiting, Selecting, and Training New Sales Reps 131 Index 155

Page vii Preface to the Revised Edition Many sales managers come to their jobs from the ranks of the sales force. They are promoted on the strength of their outstanding performances as salespeople. Few receive formal training for their new responsibilities. They are expected, rather, to make the transition from selling to managing on their own steam.

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