The First-Time Sales Manager

M. Wayne Cunningham is the director, Academic and Career Programs at the
College of the Rockies/East Kootenay Community College in British
Columbia.

Theodore Tyssen has distilled 30 years of management experience in sales
in this practical and readable manual. At the heart of the book is a
five-step approach to enhancing the daily management and operations of a
sales force, either in the office or in the field. In the author’s
words, the steps “focus on the fundamentals of managing
salespeople”; the key to each of the steps is the manager’s
relationship with both salespeople and customers. Charts, sample
worksheets, and checklists help reinforce the major principles that are
outlined.

Sales managers who invest in this book can look forward to a healthy
return.