The new sales management by objectives: dynamic sales management strategies and tactics for the 90s
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Chicago u.a.
Dartnell
1991
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XII, 262 S. graph. Darst. |
| ISBN: | 0850131839 |
Staff View
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV005871828 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 921126s1991 d||| |||| 00||| eng d | ||
| 020 | |a 0850131839 |9 0-85013-183-9 | ||
| 035 | |a (OCoLC)24235204 | ||
| 035 | |a (DE-599)BVBBV005871828 | ||
| 040 | |a DE-604 |b ger |e rakddb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-384 |a DE-188 | ||
| 050 | 0 | |a HF5438.4 | |
| 082 | 0 | |a 658.81 | |
| 084 | |a QP 621 |0 (DE-625)141912: |2 rvk | ||
| 100 | 1 | |a Odiorne, George S. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a The new sales management by objectives |b dynamic sales management strategies and tactics for the 90s |c George S. Odiorne |
| 264 | 1 | |a Chicago u.a. |b Dartnell |c 1991 | |
| 300 | |a XII, 262 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Management by objectives | |
| 650 | 4 | |a Sales management | |
| 650 | 0 | 7 | |a Sales-promotion |0 (DE-588)4076968-9 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Management by Objectives |0 (DE-588)4136800-9 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Management by Objectives |0 (DE-588)4136800-9 |D s |
| 689 | 0 | 1 | |a Sales-promotion |0 (DE-588)4076968-9 |D s |
| 689 | 0 | |5 DE-604 | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003675956&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-003675956 | ||
Record in the Search Index
| _version_ | 1804120060738928640 |
|---|---|
| adam_text | Contents
HXflQQEI Hb GOAL DRIVEN SALES ORGANIZATION 1
CHAPTER 1 The Complex Job of the Sales Manager 3
Rapid Change—A Sales Management Reality 4
The Case of the Hardware Wholesaler 6
Where Do Managers Come From? 7
How Managers Operate 9
Management by Objectives Means Using the Management Cycle 11
The Advantages of MBO to Manager and Sales Rep 12
The Activity Trap 14
How to Avoid the Activity Trap
The Effects of the Activity Trap on the Organization
The Effects of the Activity Trap on Individual Sales Reps
How to Use MBO as an Antidote to the Activity Trap
CHAPTER 2 Management by Objectives: The System Overview 21
General Introduction 22
Some Common Areas of Management Concern
Management by Objectives—The Whole System 24
How to Set Strategic Objectives: Management by Anticipation
How to Set Operational Objectives: Management by Commitment
How to Write Objectives for Commitment
What Are Some Typical Performance Measures in Sales?
How to Audit and Review Objectives
© Dartnell Corporation Hi
iy CONTENTS
CHAPTER 3 Strategy Versus Tactics in Setting Sales Management
Objectives 35
How Sales and Marketing Relate 36
Understanding the Marketing Function 37
The Marketing Concept
The Job of the Marketing Executive
The Marketing Mix
The Product Life Cycle
Portfolio Analysis of Your Products and Markets
Pricing Strategies
Distribution Channels
Promotion
Market Segmentation
Scanning the Environment
Strategy Comes Before Operations 46
CHAPTER 4 Defining Your Sales Strategies 49
The Areas for Sales Strategies 50
Defining Your Present Condition
Preparing the Multiyear Strategic Plan
Doing Some Financial Planning as Part of Your Sales Strategy
Sales Marketing Cooperation: A Reminder 62
CHAPTER 5 Defining Next Year s Goals 65
Step 1: Organ ize the Job 66
Treating the Territory as a Business
Management of Each Account
Managing Each Call
The Salesperson as a Self Manager
Step 2: Establish Specific Objectives with Each Person 69
The Process of Goal Setting
EHnn^T~SALES MANAGEMENT: SKILLS AND TOOLS 77
CHAPTER 6 Managerial Control Through Goal Setting 79
Managerial Control of the Field Sales Organization 81
Indicators: The Symbols the Sales Organization Lives By 82
Defining Indicators
How Many Objectives? 84
f; Dartnell Corporation
CONTENTS V
Setting the Goals 84
A Range of Objectives
Starting with Reality
How Indicators Produce Managerial Control 87
The Exception Principle
Why Team Effort Is Indispensable 96
CHAPTER 7 Problem Solving Through Objectives 99
Why We Love Our Problems 100
The MBO Process for Problem Solving 101
Why Management Problems Don t Get Solved 101
The Managerial Problem Solving Process 101
The Rational Aspect
The Emotional Component
What If the Salesperson Can t Solve the Problem? 104
Step Four: Finding the Causes of the Problems
Picking the Best Solution 107
Practical Methods of Problem Solving Through Objectives 110
CHAPTER 8 Innovative Goals: Managing for Breakthroughs 113
Innovation Isn t Based on Genius 114
Innovation—How Sales Managers Make Things Happen 115
The Innovative Manager
The Necessity of Innovation 116
Profitability Through Innovation
The Human Need for Innovation
Programs That Encourage Innovation 117
Work Simplification
Suggestion Award Systems
Make Full Use of Innovative Staff Departments
Building Innovative Goals into the Jobs of Salespeople
Where Innovative Ideas in Sales Come From 123
CHAPTER 9 Personal Development Objectives—The Super Goal 129
Most Personal Development Is Self Development 130
How Self image Affects Behavior 131
How You Can Implant a Better Image in Your Salespeople 133
How Images Get Formed and Shaped
Your Image Is a Source of Energy
Personal Self Development Will Turn on Skills Development 137
The Four Killers of Development 139
© Dartnell Corporation
VI CONTENTS
CHAPTER 10 Setting Sales Goals for Intensive Growth 143
It s Not All Marketing Strategy 143
Four Kinds of Growth Opportunities 144
Information You Need to Get Started 145
Sales Tactics for Market Penetration 146
Sales Tactics for Market Development 147
Product Development and the Sales Department 149
Tough Competitors Reveal 17 Successful Ways to Beat the
Competition 150
CHAPTER 11 Setting Objectives for Better Call Efficiency 155
Finding Opportunity 155
11 Steps to Improved Call Management 157
1. Define Objectives
2. Use Self Management
3. Back Your Sales Force with Analysis.
4. Have Salespeople File Call Schedules
5. Choose the Number of Calls to Be Made on Each Account
6. Manage the Duration of a Call
7. Use Planned Sales Presentations
8. Set Sales Objectives for Individual Accounts
ft Keep Call Reports Lean
10. Have Salespeople File Routing Patterns
11. Use the Best Technology You Can Afford
Introduce Your Sales Organization to the Call Management Cycle 164
QQIBQS MANAGING AND MOTIVATING THE SALES
^^^^^^ FORCE: THE HUMAN FACTOR 167
CHAPTER 12 The Sales Manager as a Human Resources Leader 169
Using the Portfolio Approach to Taking Inventory of Your People 171
Two Dimensions to the Portfolio
Appraising Performance Against Objectives
Assessing Potential
Completing the Portfolio and Applying the Assessments
How the Sales Manager Can Use the Portfolio 179
Working Out an Action Plan for Salesperson Development
© Dartnell Corporation
CONTENTS V|i
CHAPTER 13 Five Keys to a Motivated Sales Force 183
Management Makes the Difference 184
Understanding Other People 184
What Behavioral Research Shows
A Human Behavior Model
MBO Uses a Three Factor Theory of Motivation 195
MBO Uses Information
MBO Requires the Effective Removal of Obstacles
MBO Relates to Rewards
CHAPTER 14 Sales Compensation to Achieve Sales Objectives 199
Some Alternative Forms of Compensation 200
MBO Based Plans of Compensation Are Pinpointed 202
How Basic Salary Is Determined 202
How Wage and Salary Increases Are Determined 204
How to Choose a Field Sales Compensation Mix 206
Relate Your Objectives to the Payment of Bonuses and Incentives 208
Managing a Payment of Prizes 211
Tying Commissions to Objectives 212
Are There Nonfinancial Incentives? 215
IBHlfliH SALES MANAGEMENT IN THE FUTURE:
^mmm^mmmm BEING READY FOR SELLING IN THE
TWENTY FIRST CENTURY 217
CHAPTER 15 Managerial Excellence in Service 219
The Growth of Service as a Product 220
Why Service Falters and Fails 221
The Crucial Role of Service Leadership 223
Building a Service System 225
Quality Is Part of Service Systems 228
Nine Precepts for Service Management 230
© Dartnell Corporation
VJH CONTENTS
CHAPTER 16 Sales Management and the New Information
Technologies 235
The Growth of Information Technology 236
Electronic Mail
Voice Mail
Facsimile Machines
The Modern Telephone
Laptop Computers
Sales Administration and the New Technology 240
In Home Shopping
The Smart Park
Telecommuting
Sales Training in the Age of Information Technology 244
Video Based Training
Electronic Trainers
Using Information Technology for Sales Reporting 247
Some Hazards and Limits 247
The Alienation of Customers
CHAPTER 17 The Changing Workplace and the Sales Organization
of the Year 2000 251
Changing Demographics and Workforce Diversity 251
The New Roles of Government and Business and the Need for
Training 252
Healthier Workplace 252
New Communications Technologies 253
The Sales Force and Sales Management in the Year 2000 253
Index 257
© Dartnell Corporation
List of Figures
Figure 1.1 The Sales Manager s Career Path 7
1.2 The Hierarchy of the Typical Field Sales Organization 8
1.3 The Management Cycle 11
1.4 MBO as the Unifying Element 14
Figure 2.1 A Rudimentary MBO Strategic Planning Cycle for Sales and
Marketing Organizations on a Calendar Year Operation
Basis 25
2.2 Format for Annual Sales Strategic Objectives
Statements 27
2.3 How Objectives are Used to Rate Sales Reps
Performance 29
2.4 Objectives (Category I) for Sales Manager 30
2.5 Categories II and III Objectives 31
Figure 3.1 Typical Marketing and Sales Organization 37
3.2 The Product Life Cycle 40
3.3 Product Market Share/Growth Portfolio 42
3.4 The Directional Matrix 44
3.5 Strengths Attractiveness Portfolio Analysis 45
Figure 4.1 Major Areas of Analysis of Present Condition of Your Sales
Organization 51
4.2 The Multiyear Strategic Sales Plan 54
4.3 Sample Operating Expense Forecast 57
4.4 Accuracy of Forecasts 58
4.5 Content of a Typical Cost Effectiveness Study 59
4.6 Using Zero Based Budgets for Sales Support Functions 61
¦ Dartnell Corporation JX
X LIST OF FIGURES
Figure 5.1 The Sales Rep as a Manager Key Responsibility Areas for
the Sales Organization 67
5.2 Annual and Quarterly Objectives for the Sales
Organization 70
5.3 Management by Objectives Category I—Regular 74
5.4 Management by Objectives Category II—Problem
Solving 75
5.5 Management by Objectives Category III—Innovation 75
Figure 6.1 How Strategic Marketing Plans Convert into Individual
Objectives 81
6.2 Category I 85
6.3 Range of Possible Outcomes 87
6.4 How Regular Goals Interlock 88
6.5 $2 Million a Year Wholesale Company (Newsdealer) Sample
Objectives: Regular, Recurring Responsibilities 89
Figure 7.1 Defining the Problem 103
7.2 Examples of How the 80/20 Rule Works in Sales 106
7.3 The Problem Finding Process 107
7.4 Choosing an Action Plan for Problem Solving 108
Figure 8.1 How Goals Affect Motivation 117
8.2 Elements of a Work Simplification Program 118
8.3 Innovative Goals 121
Figure 9.1 How Your Self image Affects Your Behavior 132
9.2 Your Organization Chart as an Academy for
Development 135
9.3 Four Key Discussion Areas for Salesperson Self
Development Discussion 136
9.4 How People Deal with Obstacles to Personal Growth 138
Figure 10.1 Four Kinds of Growth Opportunities 145
Figure 11.1 Opportunities Chart for Most Sales Managers 156
11.2 Salesperson s Call Efficiency Objectives 158
11.3 Call Management by Objectives 165
«; Dartnell Corporation
LIST OF FIGURES xi
Figure 12.1 The Human Resources Portfolio 172
12.2 Performance Rating Against Objectives 173
12.3 Assessing Potential of Salespeople 174
Figure 13.1 The BlockT Model for Understanding Human
Behavior 186
13.2 How Inner Motivations Affect Human Behavior 192
13.3 How Needs Fluctuate 193
13.4 The Three Factor Theory of Motivation 195
Figure 14.1 Compensation Plans for Field Sales Force 201
14.2 Job Evaluation for Salary Administration 203
14.3 Relating Salary Increases to Goals and Results 205
14.4 Three Levels of Contribution to Revenue of Field Sales
Force 207
14.5 Using MBO for Valuation (Point System) of Bonus Awards to
Field Sales Management 209
Figure 15.1 How Customers View Service Quality 228
Figure 16.1 Satellite Video Networks for Sales and Customer
Training 245
1) Dartnell Corporation
|
| any_adam_object | 1 |
| author | Odiorne, George S. |
| author_facet | Odiorne, George S. |
| author_role | aut |
| author_sort | Odiorne, George S. |
| author_variant | g s o gs gso |
| building | Verbundindex |
| bvnumber | BV005871828 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.4 |
| callnumber-search | HF5438.4 |
| callnumber-sort | HF 45438.4 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)24235204 (DE-599)BVBBV005871828 |
| dewey-full | 658.81 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.81 |
| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01480nam a2200385 c 4500</leader><controlfield tag="001">BV005871828</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">921126s1991 d||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0850131839</subfield><subfield code="9">0-85013-183-9</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)24235204</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV005871828</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakddb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-384</subfield><subfield code="a">DE-188</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5438.4</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.81</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 621</subfield><subfield code="0">(DE-625)141912:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Odiorne, George S.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">The new sales management by objectives</subfield><subfield code="b">dynamic sales management strategies and tactics for the 90s</subfield><subfield code="c">George S. Odiorne</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Chicago u.a.</subfield><subfield code="b">Dartnell</subfield><subfield code="c">1991</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XII, 262 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Management by objectives</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Sales management</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Sales-promotion</subfield><subfield code="0">(DE-588)4076968-9</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Management by Objectives</subfield><subfield code="0">(DE-588)4136800-9</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Management by Objectives</subfield><subfield code="0">(DE-588)4136800-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Sales-promotion</subfield><subfield code="0">(DE-588)4076968-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003675956&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-003675956</subfield></datafield></record></collection> |
| id | DE-604.BV005871828 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T16:36:05Z |
| institution | BVB |
| isbn | 0850131839 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-003675956 |
| oclc_num | 24235204 |
| open_access_boolean | |
| owner | DE-384 DE-188 |
| owner_facet | DE-384 DE-188 |
| physical | XII, 262 S. graph. Darst. |
| publishDate | 1991 |
| publishDateSearch | 1991 |
| publishDateSort | 1991 |
| publisher | Dartnell |
| record_format | marc |
| spelling | Odiorne, George S. Verfasser aut The new sales management by objectives dynamic sales management strategies and tactics for the 90s George S. Odiorne Chicago u.a. Dartnell 1991 XII, 262 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Management by objectives Sales management Sales-promotion (DE-588)4076968-9 gnd rswk-swf Management by Objectives (DE-588)4136800-9 gnd rswk-swf Management by Objectives (DE-588)4136800-9 s Sales-promotion (DE-588)4076968-9 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003675956&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Odiorne, George S. The new sales management by objectives dynamic sales management strategies and tactics for the 90s Management by objectives Sales management Sales-promotion (DE-588)4076968-9 gnd Management by Objectives (DE-588)4136800-9 gnd |
| subject_GND | (DE-588)4076968-9 (DE-588)4136800-9 |
| title | The new sales management by objectives dynamic sales management strategies and tactics for the 90s |
| title_auth | The new sales management by objectives dynamic sales management strategies and tactics for the 90s |
| title_exact_search | The new sales management by objectives dynamic sales management strategies and tactics for the 90s |
| title_full | The new sales management by objectives dynamic sales management strategies and tactics for the 90s George S. Odiorne |
| title_fullStr | The new sales management by objectives dynamic sales management strategies and tactics for the 90s George S. Odiorne |
| title_full_unstemmed | The new sales management by objectives dynamic sales management strategies and tactics for the 90s George S. Odiorne |
| title_short | The new sales management by objectives |
| title_sort | the new sales management by objectives dynamic sales management strategies and tactics for the 90s |
| title_sub | dynamic sales management strategies and tactics for the 90s |
| topic | Management by objectives Sales management Sales-promotion (DE-588)4076968-9 gnd Management by Objectives (DE-588)4136800-9 gnd |
| topic_facet | Management by objectives Sales management Sales-promotion Management by Objectives |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003675956&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT odiornegeorges thenewsalesmanagementbyobjectivesdynamicsalesmanagementstrategiesandtacticsforthe90s |