7 Secrets to Successful Sales Management: The Sales Manager's Manual [Hardcover]

Jack D. Wilner (Author)

Book Description

ISBN-10: 1574440888 | ISBN-13: 978-1574440881 | Publication Date: December 29, 1997 | Edition: 1

There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

Product Details

• Hardcover: 256 pages
• Publisher: CRC Press; 1 edition (December 29, 1997)
• Language: English
• ISBN-10: 1574440888
• ISBN-13: 978-1574440881
• Product Dimensions: 8.9 x 6.1 x 0.7 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (12 customer reviews)
• Amazon Best Sellers Rank: #978,988 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

27 of 30 people found the following review helpful:

5.0 out of 5 stars An outstanding book for all business people. Selling is key, September 21, 1998

By A Customer

This review is from: 7 Secrets to Successful Sales Management: The Sales Manager's Manual (Hardcover)

This is an outstanding book for everyone from the CEO of a company as well as everyone on his sales team. Notice that today it is not just a sales force or staff, it is the sales team working together to achieve those important goals of the company. Yes, goal setting is one of the secrets and many salespeople need to improve their skill of setting goals and objectives. This book not only sets out the 7 key secrets, but it also puts these principles into action in part 2.

16 of 18 people found the following review helpful:

5.0 out of 5 stars Hard hitting and info-filled, February 11, 2000

By 

Terri Marks (New York) - See all my reviews

This review is from: 7 Secrets to Successful Sales Management: The Sales Manager's Manual (Hardcover)

This book shows what Must be done within our sales forces, given the uncertain environment that we face. It gives specific suggestions for improvement so that sales managers can succeed at work through their sales force and other partners. Highly recommend this book.

Also suggest a wonderful skills development book that would complement Wilner's excellent book (for sales managers or their sales force). It's called ""The Leader's Guide: 15 Essential Skills.""

9 of 10 people found the following review helpful:

5.0 out of 5 stars Exceeded My Expectations, July 25, 2003

By A Customer

This review is from: 7 Secrets to Successful Sales Management: The Sales Manager's Manual (Hardcover)

As an experienced VP of Sales going through this difficult econmomic time with my sales staff, I found this book most informative. I found many useful tools that I was aware of, but never applied them. Before buying this outstanding book, I researched other sales management type books and found many of them to be esoteric, written either by professors or others with little actual expericence in sales or sales management. What convinced me to buy this book is the authors nearly 25 years as a salesman, sales manager, and then a trainer of both.
The chapter on goals, of course, was a review, but it helped me with my sales team, some of whom are "Generation Xer's."
The chapters on coaching and performance management are worth the price of this book.
One of my sales management buddies spent $6000 to attend a university week long course on strategic sales management and even he said that this book was far more practical than what he was lectured on in the classrooms.
I bought 20 more to give to our other sales managers.