EFFECTIVE SELLING AND SALES MANAGEMENT is designed for anyone with a product or service to sell, from entrepreneurs and small business people to managers of corporate sales groups. The first chapters feature effective sales techniques; then the book deals with how to recruit salespeople and build a powerful sales team. The chapters cover these topics:

Creating sales materials

Getting started

Selling techniques

Finding Leads

Using the telephone effectively

Effective presentations

Recruiting others to sell for you

Recruiting a sales manager

Recruiting your own sales team

Interviewing sales people

Orienting new sales people

Organizing new sales people

Setting up a training program

Coordinating sales activities

Keeping your sales group motivated

Providing extra assistance and support

Training sales people to train others