- Paperback: 96 pages
- Publisher: Hodder Arnold H&S (29 Nov 2002)
- Language English
- ISBN-10: 0340857951
- ISBN-13: 978-0340857953
- Product Dimensions: 19.3 x 12.7 x 1.3 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (3 customer reviews)
- Amazon Bestsellers Rank: 1,075,095 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
This book is targeted at managers responsible for sales teams of all sizes in many different types of firm. It will appeal in particular to new or relatively inexperienced sales managers needing to step back from day to day selling and, for the first time, achieve targets through their team as a whole. The author clearly and logically takes the reader through the various issues requiring consideration in order to maximise results.
About the Author
Andrea Newton has been involved in the training and development of sales staff both in the UK and overseas for 12 years. An experienced and successful sales professional herself, she is also qualified in Human Resource Management and has worked with sales executives and managers in a wide variety of business sectors. Andrea Newton is now an independent sales training consultant.
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Customer Reviews
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
Format:Paperback
Well worth reading.
Can be used as
1. A quick efficient introduction on sales management for new sales managers or other managers.
2. An effective refresher for sales managers who need some return to the basic skills, with a litle inspiration and common sense thrown in.
3. A good resource for trainers and trainees in sales management courses
A powerful and effective book. Enjoy
Can be used as
1. A quick efficient introduction on sales management for new sales managers or other managers.
2. An effective refresher for sales managers who need some return to the basic skills, with a litle inspiration and common sense thrown in.
3. A good resource for trainers and trainees in sales management courses
A powerful and effective book. Enjoy
2 of 2 people found the following review helpful
Format:Paperback
Even though I am not completely new to the role of Sales Manager, I felt this book was really helpful. I found it had been written in such a way that I could pick out the bits I wanted a refresher on, and found the chapters on recruiting sales people and managing their performance particularly helpful - easy on the eyes, easy on the mind, yet practical, no nonsense ideas that helped me focus on the objective and structure some recent interviews well.
I found the way it has been written was almost a conversational style which appealed to me, and enjoyed the subtle humour in certain parts. You can tell the author has had experience herself of actually doing this job as she avoids theoretical pie in the sky ideas, and talks to you "as one sales manager to another".
Good chunks of information, good price, a handy reminder that I will hang on to and no doubt refer back to.
1 of 1 people found the following review helpful
Format:Paperback
A very practical book as one would expect from an experienced and effective consultant.
The 'in a week' series of books provide an easy to assimilate overview of what is involved and needed in a task or job. In a small volume this could easily become too glib and simplistic but not in this case.
Andrea has captured the elements that make up sales team management and explained and expanded them with practical advice and helpful examples.
No matter Whether you are new to sales management and want advice or have been there, done it and got the T shirt and want a refresher as a test and sanity check, there is value in this powerful little book.
When you read this book you know Andrea has been there, done it and got the T shirt. Practical advice from a practical person.
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