on 23 August 2007
Beth Rogers has established a huge reputation amongst marketers and this book should ensure the business community and students more widely, begin benefit from her insights. As a marketing director myself and someone who started in sales, I have long been frustrated by the attitude towards sales as a profession. Read this book and you will see how Beth understands Sales as a profession in the 21st century. As Neil Rackham states, in the Foreword, one looks for diagrams, graphs and models for a quick test of the quality of the book: Beth has inserted a plethora of quotations, a mass of data and Mr Rackham's test is passed with flying colours.
Unlike sales books of the past, which tend to be quick fix, motivational texts: this is serious, considered and yet fascinating and very practical. Beth's students at Portsmouth Business School studying Masters Degrees in Sales will find it as invaluable as my clients and colleagues, to whom I will recommend it with no hesitation!
on 27 February 2008
Over the past few years, an important change has been taking place in sales, and Beth's book tells practitioners what to do about it. The change that I'm referring to is the `professionalisation' of sales; that is, a change from selling as a job, knocking on doors and collecting orders, to selling as a profession, where the sales person's role is to manage the overall relationship with a customer. This change, which started with key accounts (the most important customers of an organisation) is spreading into the wider sales arena, and it particularly affects sales managers.
Beth's book provides a really useful toolkit of frameworks, mini case studies, and practical `how to' advice. All of this is written in a clear, no-nonsense style. It even made me laugh out loud at several points, and that's not something you can often say about a management text!
on 2 December 2009
I was tired of reading Sales books and I was looking for a new approach in sales. Sales Management is a discipline that is underestimated. There are no MBAs, really few programs, and the only way to learn sales was doing it! and learning from your own mistakes. The book and the approach is a reality and the base for more research on the topic.
Beth has given a new approach to the discipline, the book is Sales Management oriented, and if this is what you are looking for, buy it.
on 16 April 2009
A very engaging informative and useful book for all sales management practitoners operating in the real world, wishing easily digestable and strongly acadmically founded summary advice in Strategic Sales issues.
This book which can be read and enjoyed several times over, or section by section, is the best of its kind I have seen.
on 16 April 2009
This book has been, and continues to be, my essential companion for all things sales management. The summaries, diagrams and clear guidance offers everything for both a front to back read, but also great to come back and refer to sections time and time again.
Definately recommended for both the novice and experienced manager.