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    How To Manage Your Sales Team
    How To Manage Your Sales Team
    How To Manage Your Sales Team
    Ebook62 pages55 minutes

    How To Manage Your Sales Team

    By Bob Ruvelson

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    About this ebook

    This book identifies and explains what all companies, both large and small, can do to maximize the effectiveness and profitability of their sales teams. The book is a result of my 40 years experience in the selling business as a salesman and national sales manager.
    LanguageEnglish
    PublisherBookBaby
    Release dateAug 10, 2013
    ISBN9781483505220
    How To Manage Your Sales Team

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      Book preview

      How To Manage Your Sales Team - Bob Ruvelson

      HOW TO MANAGE YOUR

      SALES TEAM

      BOB RUVELSON

      Forward

      The obvious is not often observed. All too frequently, management becomes so involved in the day-to-day problems of operating a company that it spends too little time on sales support and communication with the very people it has hired to sell products or services. That can be costly in terms of lost sales and profits.

      I was in the selling business for 40 years as an employee salesman, multi-line independent manufacturers’ representative and national sales manager, where I observed major differences among companies in how effectively they managed their sales teams. Often, there is a lack of time, focus, and support given to salespeople by the companies that employ them, as employees or independent representatives.

      This book identifies and explains what all companies, of any size, can do to maximize the effectiveness and profitability of their sales teams.

      About the Author, Bob Ruvelson

      I was in the selling business for 40 years as an employee salesman, multi-line independent manufacturers’ representative and national sales manager. I observed major differences among companies I represented regarding how effectively they managed their sales teams. I suggested ideas to the companies I represented that improved their efficiency and profitability.

      After retiring from the selling business I wanted to write a book that would identify and explain what all companies, both large and small, can do to maximize the effectiveness and profitability of their sales teams.

      QED stands for Quality, Excellence and Design. The QED seal of approval shown here verifies that this eBook has passed a rigorous quality assurance process and will render well in most eBook reading platforms.

      copyright © Bob Ruvelson 2012

      For more information please click here.

      www.howtomanagesalesteam.com

      How To Manage Your Sales Team - Chapter List

      1. Focus On Your Sales Team

      2. The Football Team Concept

      3. Employees Or Independent Sales Reps?

      4. Telemarketing

      5. Communicating With Your Sales Reps

      6. Catalogue & Samples

      7. Sales Promotions

      8. Motivating Your Sales Reps

      9. Make Sales Calls With Your Sales Reps

      10. Listen And Learn From Your Sales Reps

      11. Sales Reps Help With Past-Due Customers

      12. How To Find Good Sales Reps

      13. How To Keep Good Sales Reps

      14. Terminating A Sales Rep

      15. Pay Your Sales Reps On Time

      16. Sales Meetings With Your Sales Reps

      17. Process And Ship Orders Promptly

      18. Trade Shows

      19. Special Sales Opportunities

      About the Author

      Chapter 1

      Focus on Your Sales Team

      We have all been in stores, ready to make a purchase, only to find sales clerks busy cleaning counters, straightening merchandise or conversing with each other, oblivious to customers. This is annoying to the customer who thinks, Here I am, ready to make a purchase – the reason this store and its employees are here – yet I am being ignored!

      Does this sound familiar? A similar scenario occurs when companies focus too much on their day-to-day operations without giving enough attention to their sales teams.

      Many companies I represented, both as an employee sales rep and later as an independent sales rep, failed to devote sufficient time and effort in support of their

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