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Business Management Book Store > Business Management books beginning with S
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Sales Management |
Author: Robert J. Calvin
Published: 2004-03-01 |
List price: $14.95
Our price: $10.17
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Usually ships in 24 hours
As of: January 06th, 2009 10:33:23 AM
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Customer comments on this selection.
 Excellent, especially compared with some of the other stuff out there
I've been reading a bunch of books on this topic lately, and this one is excellent (you wouldn't believe how bad some of them are).
It is fairly dense and not childish or cute at all. But it is very well-written, with each sentence saying what it says, and the next sentence saying the next thing that should be said.
Those of you looking for that rare book that is smart but accessible should give this one a try. I get the impression that if you got a sales management job, took a copy of this book to work, and just did what it says to do, every day, you'd be well above average at your job.
*******
Postscript to McGraw-Hill: The awful cover illustration probably cost you thousands of sales. This book is NOT about a guy with a tiny head standing at a cash register, glowing or otherwise. Your audience for Sales Management books is NOT guys with tiny heads standing at cash registers, glowing or otherwise.
The best book for Sales Manager in the world
I am working as a senior sales manager and think that the book is excellent and I highly recommmend it to every sales manager.
Other sales management are normally full of some theory and concept. However, this book by professor Robert J. Kevin is Super Super Super practical with many valuable and sensible tactics. I especially appreciate the chapter of staff motivation and recruiting. It is very useful and practical for managers to perform these duties effectively and efficiently. I believe that this book can help corporate to increase greatly this profitability by means of excellent sales management
 Not recommended
While this book may have some useful information, it is not very interesting at all. At no point during my reading, did this book EVER catch my attention. I had to read it for a class, and only got through the first chapter.
 Meet the new challenges in sales
The new economy has presented the sales manager with a whole new series of challenges. Author Robert J Calvin explains that during these tumultuous times where technology has shortened the life cycle of products and services, lengthened the time it takes to sell them, leveled the playing field between vendors and customers, and created customers that demand more thereby creating more aggressive competition, the sales manager needs a plan for success. This book lays out a detailed plan for sales managers to follow to ensure success in these times. It begins with three assumptions:
· A sales force is no better than its management.
· A sales manager's job is to get work done through other people.
· A manager's job is to make heroes not be one.
With these assumptions in mind, the author focuses on certain topics essential for the sales manager's success:
· Creating the Sales Force. Learn to carefully choose and plan a sales force for constantly changing needs. This team will need to be confident and enthusiastic to maximize performance.
· Strategy and the company. Sales forces must be structured according to the company's needs and their structural organization.
· Perfecting the Program. Sales managers must utilize regular performance reviews that set standards for success, motivate toward success, and of course, measure success. This is essential in facilitating excellence.
Refresh our thinkings about Sales
The book is very important to refresh our thinkings about Sales.
There are a lot of ideas ( no new ideas ) that will help us to revival our Sales strategies and ways to manage our Sales Depts.
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