Effective Field Sales Management
Details
Product Description <br/>Effective Field Sales Management is a comprehensive behaviorally-based manual for performance planning, feedback, coaching, appraisal and development planning, written specifically for collaborative use by First-level Sales Managers and the Managers to whom they report.<br/>The Manual: <br/>1. Contains a comprehensive and integrated set of 7 job standards, 26 competencies and 6 personal attributes that contribute to success as a First-level Sales Manager. <br/>2. Describes, in behavioral terms, 78 Performance Issues associated with the standards, competencies and attributes, and provides numerous proven practical solutions. <br/>Working with the Effective Field Sales Management manual, First-level Sales Managers and their Managers will quickly access practical information to: <br/>1. Mutually establish clear performance standards and expectations. 2. Quickly identify performance issues and development actions. 3. Formulate development plans. 4. Set performance and progress measurements. 5. Remedy problem performance; enhance quality performance. 6. Improve outcomes and results by competency development.<br/> About the Author <br/>John E. Boyle, a graduate of the University of Pittsburgh, has more than 25 years of field management experience ranging from first-line to national sales level. As part of his corporate experience, he has held both Marketing and Government Relations positions.<br/>Emanuel Kay, Ph.D., earned his doctorate in Industrial Psychology from Carnegie Mellon University. He began his career with General Electric where he directed several pioneering field research studies of performance appraisal and goal-setting practices. His consulting work has encompassed the development of behaviorally-based Performance Management Systems for more than fifty sales and marketing positions.
Effective Field Sales Management John E. Boyle and Emanuel Kay
Details
Product Description <br/>Effective Field Sales Management is a comprehensive behaviorally-based manual for performance planning, feedback, coaching, appraisal and development planning, written specifically for collaborative use by First-level Sales Managers and the Managers to whom they report.<br/>The Manual: <br/>1. Contains a comprehensive and integrated set of 7 job standards, 26 competencies and 6 personal attributes that contribute to success as a First-level Sales Manager. <br/>2. Describes, in behavioral terms, 78 Performance Issues associated with the standards, competencies and attributes, and provides numerous proven practical solutions. <br/>Working with the Effective Field Sales Management manual, First-level Sales Managers and their Managers will quickly access practical information to: <br/>1. Mutually establish clear performance standards and expectations. 2. Quickly identify performance issues and development actions. 3. Formulate development plans. 4. Set performance and progress measurements. 5. Remedy problem performance; enhance quality performance. 6. Improve outcomes and results by competency development.<br/> About the Author <br/>John E. Boyle, a graduate of the University of Pittsburgh, has more than 25 years of field management experience ranging from first-line to national sales level. As part of his corporate experience, he has held both Marketing and Government Relations positions.<br/>Emanuel Kay, Ph.D., earned his doctorate in Industrial Psychology from Carnegie Mellon University. He began his career with General Electric where he directed several pioneering field research studies of performance appraisal and goal-setting practices. His consulting work has encompassed the development of behaviorally-based Performance Management Systems for more than fifty sales and marketing positions.