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The Art of Sales Management: Lessons Learned on the Fly (Volume 1) Paperback – February 9, 2013
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The Amazon Book Review
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About the Author
Michael Delaware (1966 - present)is a Phoenix, Arizona native who now resides in Battle Creek, Michigan with his wife Margarita. He also lived in Georgia for 15 years where he worked as a craftsman, artist, salesperson, manager and owner of a Stained and Decorative Glass Door and Window business. Since moving to Michigan in 1999, he became a Realtor. He is a member of the National Association of Realtors, The Council of Residential Specialists, and the Michigan Association of Realtors. He is also an active member of the Battle Creek Area Association of Realtors where he was awarded 'Realtor of the Year' in 2010, and served as Board President in 2011. As an author, he has written several non-fiction eBooks on Real Estate, Sales Management and Small Business Marketing as well as marketing books for artists. He has also written and illustrated one children's eBook and has plans to have more stories released in the future.
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Top customer reviews
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So many other sales management books are all about quotas, hiring producers, etc. This book takes you through the challenge of taking anyone who is simply `willing to sell' and training them as a matter of a routine system and turning them into a producing sales person. The book is such a refreshing and unique viewpoint. It places the role of selling in high volume squarely on the shoulders of the sales manager and how the sales team is managed, and in doing so make it easy.
The chapter on `sales meetings' was worth the entire book. I do not think I have ever seen another book take that thorough of an approach, but it makes perfect sense. It integrates training in sales meetings as a matter of routine and practical function. It does not rely on the commonplace quick `in and out' seminars to train people that are so often suggested, but in a practical system of sales meetings, and one-on-one training done by the sales manager themselves. The author demonstrates for a sales manager how to implement this system without needing a tremendous background themselves.
The chapters on commission disputes, bonus systems, long range planning and organizing were also invaluable. They really go over basics in a way that once again is simple, easy to understand and practical. The philosophical points covered in the chapters `Life in moments' and the '50 Golden Lessons' as well as the chapter on `The Art of War' was also more than just instructional, they were inspiring.
I like the uncomplicated approach the author takes as he covers the material, and how he spoon feeds the lessons he learned to the reader. Overall the book is easy to read, and will make you smile with the anecdotes he gives to illustrates key points along the way. It really is the most brilliant and down to earth book I have come across to date for sales managers. Every serious sales manager should read this. It is not a benign `rah-rah' approach. It is a practical people-oriented approach, and that is what I liked the best about it.