Viva Group has been honoured with the Best Publisher Award 2022 by the Delhi State Booksellers & Publishers' Association.

The Art of Modern Sales Management

The Art of Modern Sales Management

The Art of Modern Sales Management

Driving Performance in a Connected World

  • By: Renie McClay

₹355.50 ₹395.00 Save: ₹39.50 (10%)

Go to cart

ISBN: 9788130930817

Bind: Paperback

Year: 2015

Pages: 208

Size: 6 x 9 Inch

Publisher: ASTD Press

Published in India by: Viva Books

Exclusive Distributors: Viva Books

Sales Territory: India, Nepal, Pakistan, Bangladesh, Sri Lanka


Learn everything you need to know to be a top sales manager!

"The Art of Modern Sales Management is a must read for any global sales leader. It's practical, relevant, and grounded in the experience of seasoned sales professionals who make a significant difference in the organizations that they serve. This book includes many useful tips and actionable ideas that any sales leader can use."
 - Kimo Kippen, Chief Learning Officer, Hilton Worldwide

"Renie is on top of her game again and brings the A Team to the world of Modern Sales Management. With the explosion of social media and the immediacy of shared experience for buyers and sellers, The Art of Modern Sales Management is a practical guide to navigating these changing realities, and the action plans offered provide tools to ensure the best opportunity for success. If you have a leadership role within the sales organization, you need this book as a guide and resource."
- Gary Summy, Director Business Development Global Accounts Operations Xerox Corporation


Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world.




Chapter 1: Producing Performance (Terrence Donahue)
Chapter 2: Coaching for Performance (Leonard Cochran)
Chapter 3: Improving the Sales Call (Leo Tilley)
Chapter 4: Managing the Sales Team Pipeline (Steve Gielda)
Chapter 5: Selling Across Cultures (Anup Soans and Joshua Soans)
Chapter 6: Managing Global Sales Teams (Claude Chadillon)
Chapter 7: The Sales Manager's Role in Training (Sandy Stricker)
Chapter 8: Leveraging Your EQ for Sales Effectiveness (Lou Russell)
Chapter 9: The Hiring Dilemma: Advice for Sales Leaders (Joseph Anzalone)
Chapter 10: Strategic Storytelling for Sales Managers (Alfredo Castro)
Chapter 11: Social Media Marketing For Sales Managers (Glenn Raines)
Chapter 12: Successfully Leading Virtual Teams (Renie McClay)

Appendix: Sales Manager Skills Assessment (Ken Phillips)

About the Author:

Renie McClay, MA, CPLP,
 has had numerous learning and performance roles at several Fortune 500 companies (Kraft, Pactiv, and Novartis). She has been successful in sales, sales management, and managing global teams. She is the author of numerous books designed to improve effectiveness of teams, sales, and to add interaction and engagement to training for local and global audiences. She is an honoree for the International Business Awards and The Stevie Awards for Women. She is a Certified Professional of Learning and Performance (CPLP) and has a Masters in Global Talent Development from DePaul University.

Cross Cultural Marketing

By: Nandeeta Manchanda

ISBN : 9789395654326

₹ 195.00


Marketing Research

By: Sabihuddin Kidwai

ISBN : 9789387925083

₹ 535.50 ₹ 595.00


Building Brands

By: Giles Lury

ISBN : 9789386105035

₹ 265.50 ₹ 295.00


Party Marketing

By: Harald Moe

ISBN : 9789386105097

₹ 355.50 ₹ 395.00


Management Briefs: Proven Sell..

By: Ronan McNamara

ISBN : 9788130931043

₹ 225.00 ₹ 250.00


Management Briefs: Marketing S..

By: Garry Hynes

ISBN : 9788130930695

₹ 225.00 ₹ 250.00