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A coaching and development guide for sales managers. Setting the right targets. Planning to sell. Finding new prospects. Managing the process. Basic telephone techniques. The need for good customer records. Measuring, monitoring and improving. Communication skills.
List of Contents:
Part 1: Prospecting
Section 1: A crucial role for prospecting
Section 2: Setting the right targets
Section 3: Planning to sell
Section 4: Finding new prospects
Section 5: Managing the process
Part 2: Using the phone
Section 1: The sales manager's introduction
Section 2: Getting started
Section 3: Basic telephone techniques
Section 4: Basic data - why you need it, and how to apply it
Section 5: Measuring, monitoring and improving
Section 6: Good communication skills
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