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Be Your Own Sales Manager
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Book Description
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About the Author
Tony Alessandra has a streetwise, college-smart perspective on business, having realized success as a former graduate professor of marketing, Internet entrepreneur, business author, and keynote speaker. He is the author of seventeen books, including Charisma and The Platinum Rule.
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Most Helpful Customer Reviews
0 of 2 people found the following review helpful:
1.0 out of 5 stars
old fashioned,
By Celine (Australia) - See all my reviews
This review is from: Be Your Own Sales Manager: Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself (Paperback)
too theoric.The title is more attractive than the content.Not what I was after
3 of 9 people found the following review helpful:
5.0 out of 5 stars
comprehensive book with lot's of help for the daily work,
By
This review is from: Be your own sales manager: Strategies and tactics for managing your accounts, your territory, and yourself (Paperback)
A shame this book is out of stock... The book puts at your hand all the (more technical) mean to perform efficiently in your sales job. The book contains lots of tabels and worksheets which are perfect for the start. Of course - if you don't want to have any system in your work behavior then avoid this book! ;-) The book does not contain anything much about psychology, closing, arguing etc. For this I refer everybody to the topic of NLP (neuro-linguistic programming). There are even some books who make it explicitly clear what are pros of NLP to the sales person....
4 of 32 people found the following review helpful:
5.0 out of 5 stars
ITS ONE OF THE GOOD BOOKS I HAVE READ.,
By A Customer
This review is from: Be Your Own Sales Manager: Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself (Paperback)
IT IS DEEP ROOTED IN THE SUBJECT AND I GAINED IMMENCE KNOWLEDGE FROM THIS
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Inside This Book
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First Sentence:
THE premise of this book is that salespeople must assume many of the sales manager's responsibilities. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
own sales manager, prospecting plan, sales bicycle, segment portfolio, buying center, territory plan, gross margin dollars, cost per call, professional salesperson, call frequency, target market segments, call frequencies, sales objectives, selling time Key Phrases - Capitalized Phrases (CAPs): (learn more)
Total Time, Cash Cows, Question Marks, Segment Attractiveness, Industrial Marketing Management, Catalogs Comments, Elsevier Publishing Company New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
THE premise of this book is that salespeople must assume many of the sales manager's responsibilities. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
own sales manager, prospecting plan, sales bicycle, segment portfolio, buying center, territory plan, gross margin dollars, cost per call, professional salesperson, call frequency, target market segments, call frequencies, sales objectives, selling time Key Phrases - Capitalized Phrases (CAPs): (learn more)
Total Time, Cash Cows, Question Marks, Segment Attractiveness, Industrial Marketing Management, Catalogs Comments, Elsevier Publishing Company New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 7
books:
See all 7 books this book cites
4
books
cite this book:
- Sales Management: Analysis and Decision Making by Thomas N. Ingram on page 130
- Industrial Marketing Management: A Strategic View of Organizational Markets by Michael D. Hutt on page 85
- Alice in Wonderland (Random House Pictureback) by Lori Haskins on page 11
- Sales Force Management (The Irwin/Mcgraw-Hill Series in Marketing) by Neil M. Ford on page 28
- Industrial and Organizational Marketing by Michael H. Morris on page 82
See all 7 books this book cites
- The Science of Sales Success: A Proven System for High-Profit, Repeatable Results by Josh Costell in Back Matter
- Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person (Guerrilla Marketing Series) by Mark S. A. Smith in Back Matter
- The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success by Tony Alessandra in Front Matter
- Collaborative Selling: How to Gain the Competitive Advantage in Sales by Tony Alessandra in Back Cover
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