SALES MANAGEMENT

A sales force is no better than its management--and Sales Management supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating todays changing sales force.

Robert J. Calvin is president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy for clients ranging from the Fortune 500 to the Inc. 100. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. As a popular teacher, busy consultant, successful entrepreneur, salesperson, sales manager, and executive, Calvin has rebuilt many sales forces. His previous books include the award-winning Managing Sales for Business Growth and Profitable Sales Management and Marketing for Growing Businesses.