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Title: Sales Management by Robert J. Calvin ISBN: 0-07-136434-X Publisher: McGraw-Hill Trade Pub. Date: 12 December, 2000 Format: Hardcover Volumes: 1 List Price(USD): $29.95

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Average Customer Rating: 5 (4 reviews)

Rating: 5
Summary: Straight-forward, practical, and well written
Comment: In nine easy-to-read chapters, Calvin is able to present a great framework for professional sales managers to review their thinking and organize their thoughts. Each chapter captures the essence of its subject, and then presents a number of good ideas that add to any parctitioner. Each chapter is summarized through a creative and insightful list of the top 10 mistakes that sales managers do in this area. These lists alone are worth what I paid for the book. I find it to be a book that is capable of contributing to the knowledge of both academics and professionals alike.

Rating: 5
Summary: This is THE reference and guidebook
Comment: Calvin succinctly packages sales and sales management processes into this book in a way that enables the reader to PUT IT TO USE!! The references, lists, worksheets, and key points will be invaluable to you. Keep it in your briefcase to refer to on a daily basis - it has so many key points and reminders that you will find relevant pages to earmark to make you more effective against your day-to-day sales goals.

Rating: 5
Summary: Highly Recommended!
Comment: Companies of the old and new economies often suffer the same ailment: sales teams that don't produce. Writer Robert Calvin tells sales managers what they must do to cure this disease. Calvin's book ' which is as concise as an effective sales pitch ' gives you a thorough blueprint for building or rebuilding your sales team. The book is filled with questionnaires and lists, including a sample performance evaluation and a rundown on what not to say to a potential hire. Calvin argues that managers often neglect training, which alone should take up 40% of their time. We [...] highly recommend this potential Bible for sales managers, which makes it clear that you must be more critical of your sales force's achievements in areas such as prospecting, closing and even personal demeanor. A word of warning: Calvin is as ruthless as 'The Weakest Link' television show in asserting that poor performers must be eliminated' and he doesn't even wink.

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