Sales Management: Sales Management
THE MCGRAW-HILL EXECUTIVE MBA SERIES
“Executive education іѕ suddenly еνеrу CEO’s favorite strategic weapon.”
–BusinessWeek
Now repackaged іn easily transportable paperback editions, thеѕе informative titles–written bу frontline executive education professors аnԁ modeled аftеr thе programs οf thе nation’s top business schools–wіƖƖ find nеw popularity wіth today’s οn-thе-ɡο, еνеrу-second-counts executive.
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Highly Recommended!,
Companies of the old and new economies often suffer the same ailment: sales teams that dont produce. Writer Robert Calvin tells sales managers what they must do to cure this disease. Calvins book which is as concise as an effective sales pitch gives you a thorough blueprint for building or rebuilding your sales team. The book is filled with questionnaires and lists, including a sample performance evaluation and a rundown on what not to say to a potential hire. Calvin argues that managers often neglect training, which alone should take up 40% of their time. We [...] highly recommend this potential Bible for sales managers, which makes it clear that you must be more critical of your sales forces achievements in areas such as prospecting, closing and even personal demeanor. A word of warning: Calvin is as ruthless as The Weakest Link television show in asserting that poor performers must be eliminated and he doesnt even wink.
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|This is THE reference and guidebook,
Calvin succinctly packages sales and sales management processes into this book in a way that enables the reader to PUT IT TO USE!! The references, lists, worksheets, and key points will be invaluable to you. Keep it in your briefcase to refer to on a daily basis – it has so many key points and reminders that you will find relevant pages to earmark to make you more effective against your day-to-day sales goals.
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|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.
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