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The Sales Manager’s Success Manual
WAYNE M. THOMAS
American Management Association New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington, D.C.
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Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel.: 212-903-8316. Fax: 212-903-8083. E-mail:
[email protected] Website: www.amacombooks.org/go/specialsales To view all AMACOM titles go to: www.amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Thomas, Wayne M. The sales manager’s success manual / Wayne M. Thomas. p. cm. Includes bibliographical references and index. ISBN-13: 978-0-8144-8050-2 ISBN-10: 0-8144-8050-0 1. Sales management. 2. Selling. I. Title. HF5438.4.T46 2008 658.8'1--dc22 2007021977 © 2008 Wayne M. Thomas. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1
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With love to my wonderful wife Susan for her encouragement, insights, assistance, and perseverance. God has given me a great partner and mother for our children, Kathryn and Emily.
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Contents
Preface Acknowledgments
PART I
TAKING YOUR TEAM TO MARKET
Chapter 1
Going to Market: Leadership and Responsibility
ix xii
1 3
“The Ultima