Overview

AUTHOR TED KULAWIAK PRESENTS a unique approach for improving sales management skills. Based on his long, high-profile career in sales, sales training, and sales management, each lesson is illustrated using Ted's personal experiences, developed through individual stories, along with current relevant sales management situational examples, each emphasizing a critical managerial skill set. The concepts presented here will form a solid foundation for any manager, although the main topic of the book is sales management. Ted Kulawiak holds a BS in journalism from Northern Illinois University, and an MBA from the Keller Graduate School of Management. After teaching graduate level classes in sales and advertising management for six years at Keller, Ted earned an Executive Certificate in Leadership and Management from the University of Notre Dame. He held senior sales management and training positions in the advertising and media sales industry, selling television, direct mail, outdoor, and newspaper advertising space over the course of 25 years, the majority of which he spent working for the 3M Company. Since then, Ted has enjoyed an 18-year career in higher education, currently as the president of Ted Kaye Sales and Enrollment Management Training based in Austin, Texas. Previously he was the vice president of enrollment at Westminster College in Missouri, as well as at Bisk Education, an online program management company in Florida, and at DeVry, Inc., in Illinois where he led the online admissions efforts for DeVry University, Keller Graduate School of Management, and Chamberlain College of Nursing. Ted is an avid sports enthusiast, has coached youth ice hockey, and enjoys hacking around the golf course whenever possible.

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9781641118279

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"""I've heard many seasoned managers remark, ""If only I had known at age 32 what I know now, I could have changed the world."" Well, this book allows you gain that precious knowledge, regardless of age. in my 28 years of consulting sales executives I have seen many managers who simply accumulate experiences over the years, but the most talented among them are able to distill those experiences into practical and actionable concepts. Ted has done that. There are no generic concepts in this book -- only a set of practices that can accelerate the growth and performance of anyone tasked in a sales management role."" Jim HopesManaging PartnerThe Center for Sales Strategy ----------------------------------------------------------------------------------------------------------------------------------------- ""This book should be mandatory reading for every new sales manager. Written in a great conversational tone with humor in just the right spots, Ted shares sensible tips for new sales managers. It will also remind seasoned sales leaders what they may have forgotten in order to maintain a winning sales environment."" Barbara Davis RobinsonDirector, Organizational Development & TrainingWelldyne------------------------------------------------------------------------------------------------------------------ ""Having worked for Ted Kulawiak for several years of my professional career, I must say that his book 21 Lessons Learned in Sales Management brings extremely authentic and sound guidance for aspiring and current sales leaders. I thoroughly enjoyed the reminders and new knowledge gained throughout. The incredible use of real-life examples and stories brings about the importance of each lesson with lots to learn and potentially incorporate from beginning to end!"" Elise AwwadVice President of Strategic EnrollmentDeVry University"

I've heard many seasoned managers remark, If only I had known at age 32 what I know now, I could have changed the world. Well, this book allows you gain that precious knowledge, regardless of age. in my 28 years of consulting sales executives I have seen many managers who simply accumulate experiences over the years, but the most talented among them are able to distill those experiences into practical and actionable concepts. Ted has done that. There are no generic concepts in this book -- only a set of practices that can accelerate the growth and performance of anyone tasked in a sales management role. Jim HopesManaging PartnerThe Center for Sales Strategy ----------------------------------------------------------------------------------------------------------------------------------------- This book should be mandatory reading for every new sales manager. Written in a great conversational tone with humor in just the right spots, Ted shares sensible tips for new sales managers. It will also remind seasoned sales leaders what they may have forgotten in order to maintain a winning sales environment. Barbara Davis RobinsonDirector, Organizational Development & TrainingWelldyne------------------------------------------------------------------------------------------------------------------ Having worked for Ted Kulawiak for several years of my professional career, I must say that his book 21 Lessons Learned in Sales Management brings extremely authentic and sound guidance for aspiring and current sales leaders. I thoroughly enjoyed the reminders and new knowledge gained throughout. The incredible use of real-life examples and stories brings about the importance of each lesson with lots to learn and potentially incorporate from beginning to end! Elise AwwadVice President of Strategic EnrollmentDeVry University

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