Customer Reviews

From Selling to Managing: Guidelines for the First-Time Sales Manager

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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.

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.