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Sales Management For Dummies by Butch Bellah

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Chapter 1

You’re a Sales Manager — Now What?

In This Chapter

arrow Getting to know your new role

arrow Making the leap from salesperson to sales manager

arrow Inspiring, coaching, and guiding your team

arrow Getting to know your inherited team

arrow Establishing your own management style

You’ve probably worked for years to get to be a sales manager ; you’ve  put in the time on the sales floor or in the field and now it’s your turn to take the next step. You’ve been offered and accepted the job. And now, you’re chewing antacids like gum, sweating bullets, and feeling nauseous. Hey! Welcome to management!

Seriously, it’s perfectly normal to be nervous and question whether you can do the job. Anyone who ever gets promoted goes through similar feelings, and if they tell you they don’t they’re probably not being totally truthful.

Now calm yourself; you can do this. In this first chapter I explore the traits and functions of a sales manager and briefly touch on a few topics I cover in more depth later. By the time ...

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