Sales Management

by Robert J. Calvin

Book Overview

THE MCGRAW-HILL EXECUTIVE MBA SERIES "Executive education is suddenly every CEO's favorite strategic weapon."--BusinessWeekNow repackaged in easily transportable paperback editions, these informative... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 007136434X
• ISBN13: 9780071364348
• Release Date: December 2000
• Publisher: McGraw-Hill Companies
• Length: 253 Pages
• Weight: 1.30 lbs.
• Dimensions: 1.1" x 6.2" x 9.4"

Customer Reviews

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

Straight-forward, practical, and well written

In nine easy-to-read chapters, Calvin is able to present a great framework for professional sales managers to review their thinking and organize their thoughts. Each chapter captures the essence of its subject, and then presents a number of good ideas that add to any parctitioner. Each chapter is summarized through a creative and insightful list of the top 10 mistakes that sales managers do in this area. These lists alone are worth what I paid for the book. I find it to be a book that is capable of contributing to the knowledge of both academics and professionals alike.

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.

Highly Recommended!

Companies of the old and new economies often suffer the same ailment: sales teams that don?t produce. Writer Robert Calvin tells sales managers what they must do to cure this disease. Calvin?s 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 force?s 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 doesn?t even wink.