Tom Hopkins Guide to Greatness in Sales: How to Become a Complete Salesperson (Paperback)

~ (Author) "Big money certainly is being made in sales, by the top professionals..." (more)
Key Phrases: flash deck, most productive thing, selling career, Sales Stressor, Typhoon Time, New York (more...)

Editorial Reviews

Product Description

The author of How To Master the Art of Selling and The Official Guide to Success now offers a comprehensive guide to mastering the sales game. Includes straight talk on why one should--or should not--go into a sales career, managing time, dealing with stress, and more. "A serious sales manual."--Zig Ziglar, from the Foreword.

Product Details

• Paperback: 324 pages
• Publisher: Grand Central Publishing; Warner Books Ed edition (July 1, 1993)
• Language: English
• ISBN-10: 0446393703
• ISBN-13: 978-0446393706
• Product Dimensions: 8 x 5.2 x 0.8 inches
• Shipping Weight: 10.9 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon.com Sales Rank: #164,412 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars Excellent Advice Regarding the Game Within the Game, November 6, 2000

By	Trent K. Rollow (Seal Beach, CA United States) - See all my reviews

Hopkins shows you how to avoid or cope with the things that cause salespeople to burn out. Attitude, planning, organizing yourself will all help you become a winner in the sales game.

Written in a refreshing, humorous style, it nonetheless focuses on a very serious side of the sales business which is often glossed over or ignored outright . The advice is wise,priceless, and insightful. Written by someone who clearly has "been there, done that."

1 of 1 people found the following review helpful:

5.0 out of 5 stars Long-Term Investment, March 19, 2003

By	K. Johnson (US/Asia) - See all my reviews (TOP 1000 REVIEWER)    (REAL NAME)

This is one of the best common-sense books for people who work in a corporation that has ever been written. Many things that are common-sense are not necessarily things we're aware of in the work-place. It's primarily geared to people in sales. But it provides invaluable needed points on the peripherals to success in sales, relations with co-workers and management, and fine-tuning your sales career's ups and downs. If things occur that are bad or good, we need to accurately identify the reasons why. Then take the best approach in dealing with it.

It's easy to overlook the many things we assume are peripheral but actually are integral to our sales and work environment.

The structure of the book is very convenient for the reader. This book doesn't need to be read front-to-back, and the subject your searching for can be found quickly. Its' table of contents with 18 chapters containing sub-topics are categorized in an easy-to-find way to jump straight into the topic you want to read about.

Some of the chapters list and explain many points to consider when choosing a company to work for as an Account Executive. What are the criteria for you to stay or leave a company? How should a salesperson handle enormous success at a corporation? A terrible sales slump? If your loyal to a manager who is shafted what do you do, if anything? Solutions to stress. How do we recognize burnout and defeatist behavour in our lives that affect our performance, and what do we do about it? Sales positions are less political than other jobs in corporations, but one must be at least cognizant of the peripheral politics.

"Guide to Greatness in Sales" appears to get less attention than other works by Tom Hopkins, but it contains unlimited amounts of invaluable and practical information. Many of the topics both good and bad, I've had first-hand experience with (as anyone), and assuring yourself of looking at a situations objectively and then taking the best course of action, is why this is so helpful.

After you finish it, it'll be a good idea to keep it on the shelf where it's accessible. As time goes on this can be a valuable reference for things that we need to remain aware of.