Management in sales

Holger Dannenberg and Dirk Zupancic

Chapter 13 in Excellence in Sales, 2009, pp 195-208 from Springer

Abstract: Abstract In many sales teams we still encounter the classic image of a salesperson: individual, headstrong, intuitive and difficult to control. At various points in this book we have remarked that this picture is one of unprofessional sales. Sales and salespeople can and must be controlled and managed, whether the individuals concerned like this or not. We believe that professional management as opposed to isolated work achieves better results for everyone concerned. We will therefore devote this section to three areas that we regard as important for sales management: management style, span of control and the role of the manager as coach.

Keywords: Management Style; Sales Management; Sales Employee; Coaching Session; Customer Contact (search for similar items in EconPapers)
Date: 2009
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DOI: 10.1007/978-3-8349-8782-2_13

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