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Product Description
Product Description
This is the handy paperback edition of McGraw-Hill's One-Volume, "MBA-Level Course on Sales Management". The hardcover edition of McGraw-Hill's "Sales Management" is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.Look to this all-in-one sales manager's guide for comprehensive facts and analysis on: strategy and objectives; hiring; training; compensation; organization; deployment; forecasts; sales plans; nonmonetary motivators; sales force automation; and, performance evaluations. As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals - and mold that team into a motivated and cohesive sales unit - in sales management. Look to the McGraw-Hill "Executive MBA Series" for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. The other paperback titles in the series include: "Finance and Accounting for Nonfinancial Managers", "Mergers & Acquisitions", and "Corporate Strategy".
From the Back Cover
The Handy Paperback Edition of McGraw-Hill's One-Volume, MBA-Level Course on Sales Management
The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.
Look to this all-in-one sales manager's guide for comprehensive facts and analysis on:
- Strategy and objectives
- Hiring
- Training
- Compensation
- Organization
- Deployment
- Forecasts
- Sales plans
- Nonmonetary motivators
- Sales force automation
- Performance evaluations
As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals--and mold that team into a motivated and cohesive sales unit--in Sales Management.
Look to the McGRAW-HILL EXECUTIVE MBA SERIES for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. Other paperback titles in the series include:
- Finance and Accounting for Nonfinancial Managers
- Mergers & Acquisitions
- Corporate Strategy
Inside This Book
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First Sentence
Sale force management is a process; one step logically follows another. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Sale force management is a process; one step logically follows another. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
5 of 5 people found the following review helpful
Format:Hardcover
This outstanding publication by Calvin gives a real in sight into not only the characteristics of a sales manager but also the mindsets of different sale people. It takes you through all the important steps, from creating your sales team to motivating them and perfecting the operation. It gives details on discipline, both negative and positive, moving into the effectiveness these have. An essential addition to any sales managers or even salesman’s bookshelf.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
9 reviews
10 of 10 people found the following review helpful
Highly Recommended!
16 Aug 2001
Format:Hardcover
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.
8 of 8 people found the following review helpful
This is THE reference and guidebook
23 July 2002
Format:Hardcover
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.
1 of 1 people found the following review helpful
Excellent, especially compared with some of the other stuff out there
7 Feb 2007
Format:Paperback
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.
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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