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sales management, leadership & business development
The information contained in these sections of the international sales institute library has been designed to assist all people in a better understanding of managing and leading the sales process.  It is the belief of the international sales institute that the area of sales management is the most critical component of sales force effectiveness.  It has also been the most neglected area in terms of skill development training and understanding.  These documents are only available to members. You can join by clicking the membership icon on the left. Membership is free.

   

sales recruitment

This document establishes and explains the basic skills required by first line Sales Managers. The benefits of being a ‘professional’ sales person.
A document used to assess and evaluate self-management, job knowledge and face to face salesmanship. One of the most critical factors in developing effective personal selling is to have a clear understanding of the roles of a sales person. A failure to define the sales person's role will lead to poor performance.
Call Reluctance explained in detail and the seven types of genuine Call Reluctance. An appraisal programme that allows the evaluation of a salesperson’s face to face selling ability and job knowledge.
10 basic criteria through which motivation can be established developed and maintained. Recruit the right Sales Manager by asking the right questions with this recruitment questionnaire.
The basic essentials of leadership are – courage, will power, judgement, flexibility, knowledge. Do your sales professionals have the crucial personality traits to be the best in their league? Put them through this questionnaire to find out.
Extensive guide to how to manage your key accounts the right way!
A thorough form to review your employee’s performance. Characteristics and attributes you can seek to cultivate as a sales manager.
Every aspect relating to a successful sales call covering both faults and statistics.