Academics prefer to think of business these days as involving such ideas as sustainable competitive advantage, advanced human resource development in the information age and making the strategic fit between demand and production. In reality, almost no business would get done without the salesperson. This individual is often satirized and has a generally low reputation. Good salespeople earn a lot of commission and are resented by colleagues on fixed salaries. Poor salespeople are blamed for putting the livelihoods of more honest folk at risk. Few if any salespeople receive a positive image in the popular media. Yet the fact remains that business depends on selling in one form or another.
So, if it has to be done, then it should be done properly. Some great salespeople may be born and not made but not every firm can rely upon greatness in their employees and must make do instead with professional organization and motivation. This is where Tom Schaber comes in with his breezy, immediate approach and twenty-five years of accumulated knowledge. He discusses, in just about enough detail for most salespeople or managers (who are not renowned as great readers) to accept and put into practice. Topics include: hiring; firing; paying; using sales meetings; organizing sales territories; mentoring and managing. Scarcely a word is wasted. The book is a model for business books aimed at people who would put the lessons within directly into practice.
Packed full of business sense, clearly the fruit of experience, this is one of the best and most useful business books for practitioners that I have come across in quite a while. There can scarcely be a sales manager in the capitalist realm who would not benefit from dipping into the text or even reading the whole thing. Recommended.
American Warrior
Author: James SnyderPublisher: Infinity Publishing.comISBN: 0-7414-2320-0The following review was contributed by: S.V. SWAMY & CLICK TO VIEW S.V. Swamy's ReviewsAmerican Warrior is a novel that deals mostly with theVietnam war, which in this case symbolizes theinternal conflict. The hero is abused by a drunkfather, by schoolmates and by local thugs when young.A half-Dutch and half-Indonesian man named Draegerrescues him and the two develop an intense soul-levelrelationship (as a father...
(No rating)
8-14-2005
Views: 3612
American Warrior
Author: James SnyderISBN: 0741423200
(No rating)
5-11-2005
Views: 3994
ZenWise Selling:Mindful Methods to Improve Your Sales and Your Self by Lee Godden
The following review was contributed by:
S.V.SWAMY
ZenWise Selling: Mindful Methods to Improve Your Sales and Your Self is written by Lee Godden, who has
consistently and successfully used a Zen mind in his
career as a sales executive. It is primarily meant for
people who are already in sales or who may be looking
at sales as a possible career option. The book does
offer a basic course in selling too, but the focus is
on Zen techniques.
The book has ten chapters and covers the...
(No rating)
1-1-1970
Views: 4787
Management Skills for New Managers
Title: Management Skills for New ManagersAuthor: Carol W. EllisISBN 0-8144-0830-3 The following review was contributed by Roger E.Herman This little book is designed to help new managers better understand the role their new role. A written version of an American Management Association seminar, this publication is essentially a combination of some instructional text and a workbook. The pages are filled with fill-in blanks, check-off boxes, and similar exercises found in a seminar workbook....
(No rating)
10-28-2004
Views: 2419
Spirit Warrior, An Epic Adventure to the Blue Ring Galaxy
Author: Peter H. ZindlerISBN: 8-0595673667 Peter Zindler wastes no time thrusting his readers into the story of Spirit Warrior, with the main character, Vying, competing against Megog of Za-kar for Crown Champion of the Blue Star Galaxy. However, there’s more to the match than a competitive rivalry. Vying is the underdog and Megog is smitten with Queen Zelestar, who seems to be smitten with Vying… and the rage is on. When things seem hopeless, God answers Vying’s prayers with victory and...
(No rating)
3-31-2007
Views: 5230
Risk Management & Insurance (2nd Edition)
Click Here To Purchase Risk Management and Insurance Author(s): Scott E. Harrington and Gregory R. NiehausISBN-10: 978-0-07-233970-3Publisher: McGraw-Hill/Irwin Risk Management & Insurance is designed for a two-semester course in an undergraduate business degree program. It consists of 29 chapters, organized into an introductory section (chapters 1 through 3), the general theory of insurance markets (chapters 4 through 10), a chapter
(No rating)
7-10-2008
Views: 4402
Talent Management Systems by Allan Schweyer
The following review was contributed by: ROGER E. HERMAN Outstanding! Awesome! My title for this book review may seem a bit out of the ordinary, but so is this book. If you’re thinking about buying it, you’re probably hesitant because of the unusually high price. Forget the high price issue. If you are an executive, a company owner, or a human resource professional, this book has more value-per-page than practically any other book you’ll read this year. The whole concept of talent management...
(No rating)
11-6-2004
Views: 2404
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