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Sales Management Paperback – March 1, 2004

ISBN-13: 063-9785385998 ISBN-10: 0071435352 Edition: 2nd

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Product Details

  • Series: Executive MBA Series
  • Paperback: 288 pages
  • Publisher: McGraw-Hill; 2 edition (March 1, 2004)
  • Language: English
  • ISBN-10: 0071435352
  • ISBN-13: 978-0071435352
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 13.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #580,706 in Books (See Top 100 in Books)

Editorial Reviews

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

About the Author

Robert J. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. Dr. Calvin is also president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy. He is the author of Entrepreneurial Management.

Customer Reviews

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If you are in senior management this is a reference book for you.
Reg Nordman
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).
Hilary A. Paprocki
I especially appreciate the chapter of staff motivation and recruiting.
Joe, senior sales manager

Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Hilary A. Paprocki on February 6, 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.
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Format: Paperback Verified Purchase
One of the best thought out sales management books I have read. You would think that being 10 years old that the topics would be long in the tooth and the chapters on technology and Sales Force Automation could use an update. That said the author sticks so close to the basics that work that this book will endure for quite some time. If you are new to sales management, aspire to management , or expect to supervise sales managers this is terrific book for you. THe book is based on two very valuable truths.

Structure follows strategy
Tactics reflect strategy.

Many sales people and trainers come at this topic without addressing company strategy first.I really agree with the author that a weak sales force reflects a weak company management. If you are thoughtful in reading this book, you will prevent yourself from falling into weak management decisions. If you are in senior management this is a reference book for you. ( But it is a very entertaining read as well ).
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Format: Paperback
I am working as a senior sales manager and think that the book is excellent and I highly recommmend it to every sales manager.

Other sales management are normally full of some theory and concept. However, this book by professor Robert J. Kevin is Super Super Super practical with many valuable and sensible tactics. I especially appreciate the chapter of staff motivation and recruiting. It is very useful and practical for managers to perform these duties effectively and efficiently. I believe that this book can help corporate to increase greatly this profitability by means of excellent sales management
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By Daisy on August 16, 2012
Format: Paperback Verified Purchase
Got this book for an MBA course. It has very useful info for a future or current sales manager. Each chapter is of decent length and there are many examples and sample documents to reference.
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0 of 5 people found the following review helpful By Elizabeth on March 28, 2006
Format: Paperback
While this book may have some useful information, it is not very interesting at all. At no point during my reading, did this book EVER catch my attention. I had to read it for a class, and only got through the first chapter.
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