Role of Sales Management
How the sales manager can affect the success of his/her team

Managing the Sales Effort
Managing results is not enough to guarantee success. This section deals with managing and directing the activity of the sales team in the most productive way

Identifying Your Customers
How to prospect for new members

Differentiating the Organization
How to make your club stand out in today's competitive environment

Target Setting and Planning
Unrealistic targets are demotivating. This section looks at setting realistic targets that will help to motivate the team

Marketing & the Marketing Mix
A background to marketing and the elements that affect marketing decisions

Marketing Research
Where to find the information you need to make effective marketing plans

Advertising and Promotions
Practical ideas on cost effective advertising and promotions