This revised edition of the classic that's been snatched up by nearly 25,000 novice sales managers offers new insights on changes in technology, distribution, and the complexion of the modern sales force. Includes practical examples.
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Most Helpful Customer Reviews
17 of 19 people found the following review helpful:
4.0 out of 5 stars
not bad,
By
This review is from: From Selling to Managing: Guidelines for the First-Time Sales Manager (Paperback)
i had read this book 6 years ago when i was an mba student taking a class on sales management. i consult now for a large consumer group company in the gulf for their marketing and sales group. i thus decided to re-acquaint myself with the book and im glad i did. the ideas and suggestions in the book were helpful in promoting ideas to the first time sales managers. i suggested that the company read the book to get a general idea of the complexities of promoting sales people to management positions. especially on the part of sales force appraisals, the objective is for the field manager to help each sales rep achieve objectives and you cant do it in the office. the field is where its at as the book firmly states. i just wish that there was a newer edition with the advent of technology.
11 of 12 people found the following review helpful:
2.0 out of 5 stars
Good primer...30 years ago,
By A Customer
This review is from: From Selling to Managing: Guidelines for the First-Time Sales Manager (Paperback)
As a first time sales manager, I was immediately drawn to the title of the book. After reading it, I was disappointed that the published date was simply the most recent edition date. The core of the book was written decades ago.As a result, other than some very general good advice about a manager's job being to coach and develop sales talent, the book is not useful. To give you an example, it goes into detail about keeping index cards and how a real go-getter salesperson will always be seen in a phone booth contacting clients! I will research the original publication date of business books more carefully next time.
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Inside This Book
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First Sentence:
Most field sales managers have been salespeople far longer than they have been managers; consequently, the transition from salesperson to manager can be extremely difficult. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
next field contact, field sales manager, older sales, coaching interview, territorial coverage, new salesperson, sales interview, field contacts, smaller accounts, new rep, key accounts, new salespeople Key Phrases - Capitalized Phrases (CAPs): (learn more)
Managing Figure, The Transition From Selling New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Most field sales managers have been salespeople far longer than they have been managers; consequently, the transition from salesperson to manager can be extremely difficult. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
next field contact, field sales manager, older sales, coaching interview, territorial coverage, new salesperson, sales interview, field contacts, smaller accounts, new rep, key accounts, new salespeople Key Phrases - Capitalized Phrases (CAPs): (learn more)
Managing Figure, The Transition From Selling New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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