Canadian Sales Management Manual Topics

The Manual covers topics such as:

• Building a strong sales organization;
• Roles/responsibilities of the sales manager;
• Staffing the sales team;
• Compensation and motivation;
• Incentive and perquisite programs and contests;
• Consultative selling practices;
• Territory alignment, account classification and time management;
• Strategic account management and customer service;
• Sales leadership, performance improvement coaching and mentoring;
• Performance evaluations for field sales and management personnel; and,
• The future of sales management and trends.

The Manual is loaded with time-saving tools like sample letters, checklists, forms and templates that you can adapt to save yourself time, including:

• Sample strategic plan
• Sales question checklist
• Practical interview test and sample job descriptions
• Compensation plan outline
• Sales contest guidelines
• Key account profile outline
• Customer service survey sample
• Sales call planning checklist
• Coaching sequence outline
• Territory objective worksheet
• Performance evaluation forms
• Best practice case studies

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