Top positive review
23 people found this helpful
Proven to be effective in real businesses
on May 14, 1998
Answers the question "how should I be working with field sales." Contains tables, worksheets, lists, and step-by-step approaches with examples. The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.