From Selling to Managing: Guidelines for the First-Time Sales Manager

by Ronald Brown

Book Overview

Joan's a blockbuster sales rep who can outsell and outtalk anyone on the force. She deserves a reward, and she gets it - a promotion to sales manager. Now Joan is responsible for how others perform,... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814477461
• ISBN13: 9780814477465
• Release Date: January 1990
• Publisher: Amacom
• Length: 192 Pages
• Weight: 0.60 lbs.
• Dimensions: 0.5" x 6.0" x 9.0"

Customer Reviews

not bad

i had read this book 6 years ago when i was an mba student taking a class on sales management. i consult now for a large consumer group company in the gulf for their marketing and sales group. i thus decided to re-acquaint myself with the book and im glad i did. the ideas and suggestions in the book were helpful in promoting ideas to the first time sales managers. i suggested that the company read the book to get a general idea of the complexities of promoting sales people to management positions. especially on the part of sales force appraisals, the objective is for the field manager to help each sales rep achieve objectives and you cant do it in the office. the field is where its at as the book firmly states. i just wish that there was a newer edition with the advent of technology.