TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- ABOUT THE SERIES -- TABLE OF CONTENTS -- SECTION I What Sales Management Is All About -- SETTING YOUR OBJECTIVES -- TEN QUALITIES OF A WINNING SALES MANAGER -- SELF-TEST: BECOMING A SALES MANAGER -- WHAT SUCCESSFUL SALES MANAGERS DO -- WHAT SUCCESSFUL SALES MANAGERS DON'T DO -- TIME MANAGEMENT -- AM I RIGHT FOR SALES MANAGEMENT? -- SELF-ASSESSMENT: SALES MANAGEMENT SKILLS -- SECTION II Recruiting -- BEGINNING YOUR SEARCH -- SELECTING YOUR SALES TEAM: EXERCISE -- CONDUCTING THE INTERVIEW -- EVALUATING CANDIDATES -- HIRING AND THE LAW -- MAKING THE HIRING DECISION -- MAKING THE OFFER -- CASE STUDY #1 THE TURNOVER DILEMMA -- CHECKING REFERENCES -- SECTION III Training -- GETTING OFF TO A GOOD START -- PUTTING YOUR TRAINING PLAN TOGETHER -- KEYS TO TRAINING SALESPEOPLE -- A TWO DAY TRAINING PROGRAM -- EXERCISE: TRAINING SALESPEOPLE -- RATE YOURSELF AS A SALES TRAINER -- TRAINING NEVER ENDS -- SECTION IV Motivating and Managing Salespeople -- POSITIVE MOTIVATION -- SET A GOOD EXAMPLE -- CONCENTRATE ON PRODUCTIVITY -- PROSPECTING -- CLOSING -- HOW TO SUSTAIN HIGH PERFORMANCE -- SALES MANAGER'S TROUBLESHOOTING GUIDE -- SELF ASSESSMENT -- FOSTERING A HIGH PRODUCTIVITY ENVIRONMENT -- QUOTAS AND INCENTIVES-1 -- QUOTAS AND INCENTIVES-2 -- SECTION V Evaluating Your Sales Team -- COMMUNICATION -- HOW TO CONDUCT A PERFORMANCE APPRAISAL -- A PERFORMANCE APPRAISAL CHECK LIST FOR MANAGERS -- I PERSONAL PREPARATION -- II CONDUCTING THE APPRAISAL DISCUSSION -- III CLOSING THE DISCUSSION -- IV POST-APPRAISAL FOLLOW UP -- FOLLOWING UP-THREE SUGGESTIONS -- TWO KEYS TO SUPERIOR PERFORMANCE -- RECOGNIZING AND ADDRESSING PROBLEMS -- COMPENSATION GUIDELINES -- Cash -- Non cash -- Incentives -- Rewarding Veterans-a Special Case -- CORRECTING/ADJUSTING COMPENSATION -- Mistakes: -- TERMINATIONS -- SECTION VI Some Final Thoughts.

SOME FINAL THOUGHTS -- MOVING FROM SUCCEED TO EXCEL -- YOUR ATTITUDE CAN MOVE YOU TO GREATNESS -- VOICE OF EXPERIENCE -- REWARDS FOR TOP ACHIEVERS -- SELF-ASSESSMENT: -- DEVELOP A PERSONAL ACTION PLAN -- GROWING AS A SALES MANAGER -- THE PERFECT SALES MANAGER.