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Title: Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William Skip Miller ISBN: 0-8144-0545-2 Publisher: AMACOM Pub. Date: January, 2001 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.87 (15 reviews)
Rating: 5
Summary: Brilliant in its simplicity
Comment: Read this book twice. It is brilliant in its simplicity, yet deep in content. Whether you are a veteran sales manager, or new to the world of driving revenue through others, you will be taking notes and developing action plans for your sales organization.
ProActive Sales Management is the most effective, easy to implement structured approach I have seen yet. I would also buy this book for all your strong sales people. They'll gain valuable insight into what skills they need to succeed as an individual contributor, and you'll be developing your next manager as part of your succession plan.
Jim Zahka, Vice President of Sales, Knowledge Impact, Inc.
Rating: 5
Summary: This is it!
Comment: Sales Managers unite. It is time to really get down and dirty and really do the job we are meant to do...getting things done through others and create leverage.
Miller gives us the tools in an easy to understand yet powerful format. How to take a players higher, how to measure success, how to make our job more effective, coaching, mentoring, motivation...it's all there. One of the best sales management tools I have ever read. I take the book with me on trips, and it is in hardback!
Rating: 5
Summary: More "tools" than Home Depot
Comment: I always thought that all my years of sales success would transfer to my job as a sales manager -- well, it has been a 2 year roller coaster ride. Until, I read skip's book.....my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must "Manage the process, not just the People!" I love the fact that Mr. Miller uses "tools" in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back!
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Title: Sales Management by Robert J. Calvin ISBN: 007136434X Publisher: McGraw-Hill Trade Pub. Date: 12 December, 2000 List Price(USD): $29.95 |
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Title: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson ISBN: 0070523827 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1996 List Price(USD): $19.95 |
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Title: Proactive Selling: Control the Process-Win the Sale by William ""Skip" Miller ISBN: 0814407641 Publisher: AMACOM Pub. Date: 10 February, 2003 List Price(USD): $17.95 |
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Title: Seven Secrets to Successful Sales Management: The Sales Manager's Manual by Jack D. Wilner ISBN: 1574440888 Publisher: Saint Lucie Press Pub. Date: 29 December, 1997 List Price(USD): $49.95 |
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Title: The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force by Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners ISBN: 0814406505 Publisher: AMACOM Pub. Date: 15 April, 2001 List Price(USD): $79.95 |
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