Practical Sales Management

About the Book

Practical Sales Management offers realistic perspectives on traditional tasks of the sales manager such as hiring, training, compensation, organization, automation, and achievement measures. In addition, it presents new guidance on how necessary the sales manager’s involvement is in contracts, pricing, channel selection, and company resource relationships. Finally, Practical Sales Management describes how crucial the sales manager is in company leadership, strategy formulation, and in reporting market judgments of the performance of the firm. Bonus sections are included on how to sell, how to increase sales, and how to avoid mistakes.

About the Author

Jack Confrey was VP Sales of Epson during its ten-fold growth, and VP Sales of the most successful IPO of 1997, SCM. He has sold for Fortune 50, midsize and startup companies including systems, large and small hardware, software and technology licenses in a variety of industries. Confrey has been published in Selling Power magazine and has released two books, Practical Selling – No Seminars in Foxholes and Practical Sales Management – Alone in the Field. He is currently VP of S &M for Citizen and teaches Selling and Sales Management at University of California, Riverside. He has a Bachelor’s degree in Mechanical Engineering from MIT and an MBA from the University of Chicago.