Fundamentals of Sales Management for the Newly Appointed Sales Manager

"Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations Going from "Selling" to "Managing" Understanding the Current Sales Culture Understanding Who Is on the Current Team The Challenges of Being on Two Teams at Once Embracing Change The Big Picture --- Short and Long Term What's Next? Chapter 2. It's All About Communication Listening Skills The Theory Behind Communication Styles The Origins of DISC Theory The Four-Quadrant System How Roles and Situations Affect Your Style Working with People with Different Styles Strategies for Improving Communications Running an Effective Meeting Presentation Skills Chapter 3. Sales Planning: Setting the Direction for the Sales Team Aligning the Corporate Strategy with the Sales Team Where Sales Fits in the Corporate Structure The Customer-Centric Organization Marketing's Relationship to Sales Creating a Plan Characteristics of a Good Plan Continuous Planning Assessing the Business Chapter 4. Time Management, Territory Planning, and Sales Forecasting Time Management The Art of Delegating Sales Territory Planning Dividing Up the Territory Chapter 5. Recruiting, Interviewing, and Hiring the Very Best Enhancing Your Current Team Developing Specific Criteria for the Selection Process Optimal Sources for Recruiting The Number One Rule in Recruiting: Constantly Recruit Ensuring a Positive Interview Process The Written Offer Firing Is Inevitable Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards Classical Motivation Theory Benefits and the Total Compensation Package Nonfinancial Incentives - Rewards and Recognition Chapter 7. Training, Coaching, and Counseling: When and How to Apply Each Methods of Training Based on Learning Styles The Core Concepts of Reinforcement The Development of Winners Goal-Setting Sessions Coaching and

Matthew Schwartz has told approximately 10,000 stories on television stations across the country for four decades. He has won more than 200 awards, including four New York Emmys and four regional Edward R. Murrow Awards for Investigative Reporting.Some of Matthew's most memorable stories include an interview with the "Son of Sam" serial killer David Berkowitz; the trials of mobster John Gotti; reports on the 9/11 attacks from Ground Zero; the crash two months later of American Airlines Flight 587 in Queens, NY; the bombing of Pam Am flight 103 over Lockerbie, Scotland; and hundreds of reports on corruption, fraud, and government waste.