For The Sales Manager by Walter Vieira, Pingali Venugopal

Ways and means of selling are fast evolving, as new paradigms of doing business engender new forms of relationships between sellers and buyers. The new breed of professional salespersons must respond to this rapidly shifting environment in the context of globalization, technological change and changing concepts of loyalty in the 21st century. Coming from Walter Vieira and Pingali Venugopal, both of whom are experts in their respective roles of Management Guru, faculty and that of a management consultant and are well respected in the industry, these books would be invaluable for anyone in sales, who has the desire to function better.

The box set includes the following 2 titles :

1.) The New Sales Manager

The Second Edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business environment. The author provides a thorough understanding of each of the following areas as critical elements in the new world of sales management :

• Communication
• The use of technology
• Networking
• Managing time
• Selecting and recruiting salespersons
• Morale and motivation
• Appraising and developing salespersons
• The role of governance

2.) Managing Your Sales Force

Salespersons occupy a vital position in most organizations yet they tend not to hold their profession in high esteem. According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities. This, in turn, is bound to affect the organization in terms of both its growth and its profit. Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession.

Divided into two sections, this book :

• Takes an integrated view of management decisions, both strategic and operational, and works out each as a motivator for the salespersons;
• Emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives;
• Highlights the importance of behavioural transactions that have to take place for a sale to be successful;
• Develops a framework to integrate the sales management function with the marketing mix so that there are no overlaps; and
• Stresses the need to devise appropriate training programmes for salespersons.