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Be Your Own Sales Manager: Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself (Paperback)

~ (Author), Jim Cathcart (Author), John Monoky (Author) "THE premise of this book is that salespeople must assume many of the sales manager's responsibilities..." (more)
Key Phrases: own sales manager, prospecting plan, sales bicycle, Total Time, Cash Cows, Question Marks (more...)

3.7 out of 5 stars See all reviews (3 customer reviews)

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Editorial Reviews

Product Description

No Description Available --This text refers to the Kindle Edition edition.

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.

Product Details

Paperback: 276 pages
Publisher: Fireside (May 1, 1990)
Language: English
ISBN-10: 0671761757
ISBN-13: 978-0671761752
Product Dimensions: 8.4 x 5.5 x 0.7 inches
Shipping Weight: 12.8 ounces (View shipping rates and policies)

Average Customer Review: 3.7 out of 5 stars See all reviews (3 customer reviews)

Amazon.com Sales Rank: #423,127 in Books (See Bestsellers in Books)

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Inside This Book (learn more)

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

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Books on Related Topics | Concordance | Text Stats

Citations (learn more)

This book cites 7 books:

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 (A 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

4 books cite this book:

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 Conrad Levinson 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 Anthony J. Alessandra in Back Cover

Books on Related Topics (learn more)

Non-Manipulative Selling by Tony Alessandra

Discusses:

The One-Day Marketing Plan by Roman Hiebing

Discusses:

Emerging Trends in Sales Thought and Practice by Gerald J. Bauer

Discusses:

The Successful Manager's Guide to Selling Through Proactive Customer Service by Lee R. Van Vechten

Discusses:

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3 Reviews

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3.7 out of 5 stars (3 customer reviews)

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Most Helpful Customer Reviews

0 of 1 people found the following review helpful:

1.0 out of 5 stars old fashioned, February 2, 2007

By	Celine (Australia) - See all my reviews

too theoric.The title is more attractive than the content.Not what I was after

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2 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, February 24, 2001

By	A. Kallmeyer "Heilpraktiker" (Hannover) - See all my reviews (REAL NAME)

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....

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3 of 32 people found the following review helpful:

5.0 out of 5 stars ITS ONE OF THE GOOD BOOKS I HAVE READ., January 22, 1999

By A Customer

IT IS DEEP ROOTED IN THE SUBJECT AND I GAINED IMMENCE KNOWLEDGE FROM THIS

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