The Gallery Management Manual [Paperback]

Zella Jackson (Author)

Book Description

Publication Date: July 1995

In The Gallery Management Manual Zella Jackson teaches you management as it relates to successful sales programs. Zella stresses that successful sales management in a gallery setting involves the administration of three essential elements - Personnel, Planning and Persistence. They are the keys to increased sales and profits. Planning, Personnel and Persistence are factors applicable to private dealers, small galleries, and multilocation dealers. Complete with sample forms and scripts, this manual is an essential reference work for gallery directors and sales managers.

Editorial Reviews

Review

I ... had some ... challenges with prima donas and your expert advice ... helped me to manuever these areas with greater confidence. -- Nancie Brown, Co-Owner of Images Fine Art, Napa, CA

The section on how to compensate and continually motivate your sales staff is worth its weight in gold. -- Debra Chappell, Director of MacArthur Galleries, Tampa, FL

[It] exhibits a wide knowledge of art; sales and marketing savvy; and wisdom regarding inter-company and client relationships. -- Robert Chase, Owner of Sculpture Group Limited, Chicago, IL --This text refers to an alternate Paperback edition.

From the Author

In The Gallery Management Manual I detail the procedures and routines required to successfully manage an art gallery. Good gallery management results in increased profits for you. There are a few talented but disorganized art professionals who succeed. The majority of us, however, find that planning and structure leads to increased professionalism and financial rewards. A second and significant benefit of good gallery management is that it decreases stress and creates a superior selling environment for you, your staff, and your collectors. My manual makes specific suggestions relating to: organizing your client files, organizing your appointments, personnel scheduling, the physical set-up of your gallery, gallery floor procedures, effective phone contacts, exhibition protocol, mail campaign procedures, phone sales techniques, measuring the success of your program. A bonus feature of my manual is a selection of management forms that I have found useful. You may freely duplicate them for use in your gallery.

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Product Details

• Paperback: 125 pages
• Publisher: Consultant Pr (July 1995)
• Language: English
• ISBN-10: 0913069507
• ISBN-13: 978-0913069509
• Product Dimensions: 10.9 x 8.3 x 0.4 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 2.5 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Best Sellers Rank: #830,418 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

40 of 40 people found the following review helpful:

1.0 out of 5 stars Not worth the money, May 7, 1998

By 

[e-mail] (Hazlet, New Jersey) - See all my reviews

This review is from: The Gallery Management Manual (Paperback)

I was very disappointed by this book and think it is one of the biggest ripoffs I have ever seen. First the book is about 125 pages long, which includes the index. The book has unusally large top and bottom page margins, very large line spacing and indulges in switching to narrow column print pages, at a time when I presume the author thinks we small minds would have difficulty grasping the material. I make note of this because without these techniques the book, printed in a more ordinary type style and format would probably run no more than 30 pages at best. Add to this the authors annoying habit or constantly repeating phases such as gallery owner, manager or associate, sometimes within the same paragraph, we can probably chop off another 10 pages. This leaves the reader with about 20 pages of information which when gleaning out the outrageously obvious such as suggesting sales associates use slack time on the floor to make phone calls, we are left with only enough useful information to fill a small brochure. This little bit of information is hardly worth the price of either $50.00 list or Amazon's reduced price. In the end, a lot of paper but not nearly enough useful information for the price.

33 of 33 people found the following review helpful:

1.0 out of 5 stars Absolutely not worth the price, June 16, 1999

By A Customer

This review is from: The Gallery Management Manual (Paperback)

The large font and unnecessarily large leading and margins are annoying. It becomes even more aggravating when the author resorts to putting only 2-3 words on a line for no apparent reason! I felt insulted by the author's condescending tone throughout the book. This book does not teach anyone about gallery management. It focuses almost solely on sales personnel and even then pays far too much attention (and a lot of repetition) to the obvious.

19 of 19 people found the following review helpful:

1.0 out of 5 stars Disappointing, March 16, 2003

By 

J. Carter (Cape Town South Africa) - See all my reviews

This review is from: The Gallery Management Manual (Paperback)

I'd been looking forward to receiving this book. It's expensive - especially when having to pay shipping, handling and VAT outside of the US - so perhaps I was expecting too much.
But the tone is patronising and the information extremely repetitive. Even some of the "useful forms" are duplicated.
The most essential aspects of gallery management are glossed over, or not mentioned at all, and in addition the text is filled with typographical errors.
The book seemed so promising: the chapter headings are logical and appear to offer meaty, meaningful advice - what a pity to find instead that it's all rather vague.