Seven Steps to Success for Sales Managers (Paperback)
©2015 |Pearson FT Press | Available
Max F. Cates
©2015 |Pearson FT Press | Available
K-12 educators: This link is for individuals purchasing with credit cards or PayPal only. Contact your Savvas Learning Company Account General Manager for purchase options.
Seven Steps to Success for Sales Managers gives you a breakthrough strategy for developing and sustaining high-performance sales teams.
Long-time sales team leader Max Cates shows how Total Quality Management (TQM) practices can significantly improve sales productivity. Going far beyond “old school,” “command and control” sales management, Cates helps you unleash the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:
Build and lead an outstanding sales team: hire the best people, and empower them
Introduction 1
Chapter 1 First Step: Manage Yourself 9
Chapter 2 Second Step: High-Performance Teams Begin with Hiring 69
Chapter 3 Third Step: Building a Winning Team 121
Chapter 4 Fourth Step: Becoming a Successful Servant Leader 213
Chapter 5 Fifth Step: Sales Empowerment, Beginning with Ownership 229
Chapter 6 Sixth Step: Success Through Performance Measurement 257
Chapter 7 Seventh Step: Continuous Improvement, Maintaining Success 277
Conclusion 289
References 293
Index 303
Pearson offers affordable and accessible purchase options to meet the needs of your students. Connect with us to learn more.
K12 Educators: Contact your Savvas Learning Company Account General Manager for purchase options. Instant Access ISBNs are for individuals purchasing with credit cards or PayPal.
Savvas Learning Company is a trademark of Savvas Learning Company LLC.
Cates
©2015  | Pearson FT Press
Format | ePub | |
ISBN-13: | 9780134211213 | |
Online purchase price | $36.99 | Students, buy or rent this eText |
Availability |
Live
|
Cates
©2015  | Pearson FT Press  | 320 pp
Max Cates received a bachelor of science from Missouri State University and a master of arts from the University of Missouri School of Journalism. He began his professional career with United Telecommunications (America’s third-largest telecommunications company at the time) as Advertising Coordinator. After three years, he joined AT&T and served for 10 years in progressively responsible corporate leadership positions in advertising, corporate communications, and marketing management.
Cates’s next leadership position was with Associated Electric Cooperative, a $2 billion electric power utility. After two promotions there, he became the youngest Division Director in its history, reporting to the CEO. His responsibilities included leading marketing, advertising, and corporate communications, as well as directing consumer sales strategy. During his tenure at Associated, he also completed Executive Development at the Wharton School of Business, University of Pennsylvania.
After 11 years with Associated and a number of national awards, Cates returned to AT&T, serving in sales and sales management positions, progressing from Internet Sales Manager to Telemarketing Sales Manager, to Area Sales Manager. Following an award-winning career with AT&T, which included the prestigious CEO Club Award, Cates joined Access Media, where he managed the sales force. He also served as a sales management professor at Webster University.
We're sorry! We don't recognize your username or password. Please try again.
The work is protected by local and international copyright laws and is provided solely for the use of instructors in teaching their courses and assessing student learning.
You have successfully signed out and will be required to sign back in should you need to download more resources.