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Table of Contents
1: Introduction: Essential Sales Know-How; 2: The Dawn of the Sales Age: A First Basic Understanding; 2.1 The Basics in Sales; 2.1.1 Definition and Core Elements of Sales; 2.1.2 Differentiation Between B2B and B2C Selling; 2.1.3 Factors of Modern Selling; 2.2 The Sales Arena; 3: The Sales Process; 3.1 Customer Acquisition; 3.2 Initial Meeting; 3.3 Needs Analysis; 3.4 Argumentation; 3.5 Price Talk; 3.6 Closing; 3.7 After-Sales; 4: The Sales Environment; 4.1 Four Forms of Structuring a Sales Organization
4.2 Managing Interfaces; 4.2.1 Interfaces within Sales; 4.2.2 Interfaces with Other Functional Areas; 4.3 Managing Ethics; 4.3.1 Ethical Challenges Facing Sales Managers and Salespeople; 4.3.2 Unethical Behavior Due to Sales Quotas; 4.3.3 Creating an Ethical Work Climate; 4.3.4 Managing an Ethical Work Climate; 4.4 Developing a Sales-Driven Organization; 4.5 11 Points for Establishing a Sales-Driven Organization; 5: The Sales Team; 5.1 The Sales Director; 5.1.1 Qualities Needed; 5.1.2 Typical Performance Issues; 5.1.3 Tasks and Responsibilities of a Sales Director;
5.2 The Ideal Salesperson; 5.2.1 Overall Success Factors; 5.2.2 Positive Attitude; 5.2.3 Sales Abilities; 5.2.4 Time Management; 5.2.5 Territorial Routing; 5.3 A Winning Sales Team; 5.3.1 The Four Players; 5.3.2 Key Factors of Successful Team Work; 6: Sales Management; 6.1 Leading a Winning Sales Team; 6.1.1 Key Leadership Principles; 6.1.2 Key Leadership Tasks; 6.1.3 Building and Developing a Winning Sales Team; 6.2 Training and Development; 6.2.1 Importance and Benefits of Sales Trainings; 6.2.2 Development of Sales Training Programs; 6.2.3 Typical Sales Training Mistakes;
6.3 Recruitment and Induction of the Right Talents; 6.3.1 The Recruitment and Selection Process; 6.3.2 Induction of New Salespeople; 6.4 Evaluating Salespeople; 6.4.1 The Salesperson Evaluation Process; 6.4.2 Performance Measures; 6.4.3 Tools for Performance Evaluation; 6.4.4 Typical Errors in Performance Appraisals; 6.4.5 Conversation Techniques; 7: Conclusion: Managing Sales Activities.
4.2 Managing Interfaces; 4.2.1 Interfaces within Sales; 4.2.2 Interfaces with Other Functional Areas; 4.3 Managing Ethics; 4.3.1 Ethical Challenges Facing Sales Managers and Salespeople; 4.3.2 Unethical Behavior Due to Sales Quotas; 4.3.3 Creating an Ethical Work Climate; 4.3.4 Managing an Ethical Work Climate; 4.4 Developing a Sales-Driven Organization; 4.5 11 Points for Establishing a Sales-Driven Organization; 5: The Sales Team; 5.1 The Sales Director; 5.1.1 Qualities Needed; 5.1.2 Typical Performance Issues; 5.1.3 Tasks and Responsibilities of a Sales Director;
5.2 The Ideal Salesperson; 5.2.1 Overall Success Factors; 5.2.2 Positive Attitude; 5.2.3 Sales Abilities; 5.2.4 Time Management; 5.2.5 Territorial Routing; 5.3 A Winning Sales Team; 5.3.1 The Four Players; 5.3.2 Key Factors of Successful Team Work; 6: Sales Management; 6.1 Leading a Winning Sales Team; 6.1.1 Key Leadership Principles; 6.1.2 Key Leadership Tasks; 6.1.3 Building and Developing a Winning Sales Team; 6.2 Training and Development; 6.2.1 Importance and Benefits of Sales Trainings; 6.2.2 Development of Sales Training Programs; 6.2.3 Typical Sales Training Mistakes;
6.3 Recruitment and Induction of the Right Talents; 6.3.1 The Recruitment and Selection Process; 6.3.2 Induction of New Salespeople; 6.4 Evaluating Salespeople; 6.4.1 The Salesperson Evaluation Process; 6.4.2 Performance Measures; 6.4.3 Tools for Performance Evaluation; 6.4.4 Typical Errors in Performance Appraisals; 6.4.5 Conversation Techniques; 7: Conclusion: Managing Sales Activities.