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3.8 out of 5 stars
Fundamentals of Sales Management for the Newly Appointed Sales Manager
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11 of 11 people found the following review helpful
on April 19, 2006
Format: Paperback
I found the book to be useless. Now granted, I expected more out of it and for it to be useful for someone who has /management/ experience, just not sales experience, but it was confusing, not very well written and generally targetted to someone whose never done anything beyond an entry level position.
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7 of 7 people found the following review helpful
on May 19, 2010
Format: Paperback
Heard so much great reviews of this book, bought it 2 years ago when I had my first Sales Mgt. job. Tried very hard to gleen out value (underlined, post-it notes), but ultimately never absorbed or implemented anything of value from the book. Now, 2 years later, as I make the move to another Sales Management job, I took the book out again so see what value I'd get with my more-experienced perspective. Nothing. Way too theoretical. Not application oriented, and not in-tune with sales management of the 21st century. I threw the book into the recycle bin.
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5 of 5 people found the following review helpful
on May 4, 2007
Format: Paperback
This book is very academic and theoretical. As the title says it's "fundamentals". But really it's more sales fundamentals. By the time you get to sales management you've learned most of this through exposure. It's good information, just not that practical or helpful to execution.
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2 of 2 people found the following review helpful
Format: Paperback
Sales managers need much more than sales skills to manage successful selling teams, especially within a corporate environment. When you move up from salesperson to sales manager, you need to develop sales plans, recruit and hire talented people, and manage many new demands on your time while motivating, mentoring and coaching your staff. Sales and marketing consultant Matthew Schwartz provides all the information you should know as you make the transition into your new role. Although Schwartz tends to stray unnecessarily into the dry, academic world of communication, motivation and leadership theory, his practical advice is well worth your time. We suggest that new sales managers keep this instructional book close by as a useful reference.
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2 of 2 people found the following review helpful
on July 13, 2006
Format: Paperback
I found this book to be both an easy read as well as informative, two very important factors when making a selection. The author really touches on key points in how to hone one's skills as a sales manager.

I would highly recommend this to anyone seeking out information in the world of management.
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1 of 1 people found the following review helpful
on February 7, 2012
Format: Paperback
Sales are all about a plan and a process, recruiting the right people to do the sales job, mentoring and coaching, follow up and performance reviews.

I wanted to improve the sales for my company and used different materials and I found this "The Best" material. It explains the entire sales process, teaches new sales techniques. Very useful information
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1 of 1 people found the following review helpful
on May 24, 2013
Format: PaperbackVerified Purchase
This is the kind of book that can be read over and over again. It is a must have if you are a Sales Manager or aspiring to be one. Great item.
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on February 10, 2007
Format: PaperbackVerified Purchase
After 40+ years as a sales professional I was asked to serve as sales manager for my firm and train young people new to my industry. This book gave me a lot of good information.

Like most books of the type it covers large and small firms without focusing on a particular industry. But by and large it covers the subject well particularly integrating your sales team into the larger organization.
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on July 20, 2006
Format: Paperback
A real solid, informative read. A lot of useful information/tips and broken down in useful point-by-point format. A good resource for those new to management and a nice refresher if you've been doing it for a while.
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on March 28, 2013
Format: PaperbackVerified Purchase
I really thought this book provided a great base for a new sales manager. I would of liked to see more specifics based on timeline. (I.e. - in the first 90 days, you should focus on....., etc.)
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