Book Description
Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.
Customer Reviews:
General sales management book.......2001-03-12
The book gives a general but thorough overview over the topics sales managers face in everyday situation. It is easy to read and good to understand.
Great handbook for any sales management professional!.......1999-08-26
Having used this text in the classroom several years, I feel that I really know this book. It is a great reference for your professional marketing library.
Book Description
Every firm's sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.
The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as:
Culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.
Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.
Customer Reviews:
Great Sales Force Reference.......2007-01-04
This was the required text for my Sales Force Management MBA class, and I found it to be a very thorough and practical reference. I am almost certain I will refer back to it in the future.
Not Enough Stars for this Masterpiece!.......2005-08-07
Whewie! I had many reservations about buying this book. The previous reviews made me skeptical, especially when I looked at the price tag and acknowledged the fact that I was going to bleed to death reading a blah-blah boring has-been couple of spineless professors rant about their lame memoirs and anecdotes lazily collected by one of their pet clones.
To be precise, this book was written by two of the most influential consultants, professors and businessmen in the world. They worked with sales forces and represented companies of all sizes, in addition to being 'team-driven' by their own successful consultancy spanning thirty years.
In many instances, they gained from the output of academia and collaborated their research with students associated from the prestigious Northwestern's J.K. Kellogg Graduate School of Management.
This book has foundation, structure, conceptual analysis and excellent ideas for any student, manager-in-training or business executive who is trying to avoid the "art of selling" or "quick buck motivational" 'diaper-training series' collections (sold at newsstands everywhere).
There are chapters from other excellent contributors related to Internet Strategies, Market Strategy and Segmentation. I found the material to be factual, concise and thoughtful.
This is a rare book written about sales forces. Sales forces are the life-blood of ANY company. Your ability to communicate with people will increase your power, wealth and happiness. A sales force can easily become 'unruly beasts' because the sales force are people dealing with people. Great sales managers must understand CONCEPTS about how to FOCUS, CHANNEL and DISCIPLINE people without disrupting profitability...AND LOSING GREAT PEOPLE!!!
"The Complete Guide to Accelerating Sales Force Performance provides education the way a textbook does, but it also provides guidance. It advises, similar to a manager's manual, and it seeks to provide the sales manager with an understanding of the entire sales force system by presenting frameworks for sales force design and performance enhancement."
Buckle Up! This book contains "all muscle and no fat." It is a mental and physical exercise book that requires considerable attention. "The quality of the selling organization has a direct effect on a company's sales and profitability." Now, time for me to mold my sales force into terrific shape. :)
A Good Read!.......2004-06-10
To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, we recommend this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
A Good Read!.......2003-10-15
To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, we recommend this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
A Valuable Reference for Strategic Sales Management.......2001-06-06
In this book, the world's leading authorities in the field of sales management share hundreds of valuable insights and suggestions for leading a successful sales force in the 21st century. This is the most comprehensive book I have seen on this topic, yet at the same time, it is easy to read and offers very practical approaches. As a sales management professional, you will turn to this book over and over again as you strive to develop and implement the best sales force strategies.
Book Description
The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management. In revising the book we continue to focus on creating a book that enables students to take the wealth of information available and apply it to “real world” sales management problems and opportunities. The Eighth Edition, like the others before it, showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications, and the use of state-of-the-art technologies this edition combines in one source real world sales management “best practices” with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the Eighth Edition to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship era.
Book Description
The Complete Guide to Sales Force Incentive Compensation explores the concepts, tools, and processes necessary to create incentive plans that motivate the sales force and drive results. The book provides step-by-step methods to help readers design, implement, and administer a new plan encompassing pay level, salary-incentive mix, performance measures, and performance-payout relationship.
Readers will find eye-opening, real-world examples, detailed case studies, and scorecards, as well as valuable insight on how they can assess their current plan and evaluate and compare proposed alternatives. This invaluable book helps readers energize their entire sales team--both in the field and in-house--and increase their bottom line.
Customer Reviews:
WOW. My head hurts after reading a few pages.......2007-10-13
If you do not hold a PHD do NOT buy this book. It is easy enough to read BUT is almost too complete. Well orginized and follows the mantra per chapter of tell em what your gonna tell em, tell em and tell em what you just told em - intro -body- review. I am using it for a reference on an upper level class at local University BUT cannot really use it for practical application @ work (establishing/revising sales compensation for our in house reps). Would love to see a Cliff Notes version or workbook by the same authors - they are very knowledgable and give you great practical case studies per topic just ends up being too much of a good thing :)
Book Description
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:
- Helps readers select the right compensation strategy for their firm
- Provides step-by-step guidance to implementing various approaches
- Simplifies the mathematical formulas that are a thorn in most manager's side
Download Description
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas.
Customer Reviews:
Nothing new.......2004-08-11
Very basic, beginning book to sales for compensation. Might be more appropriately entitled, "Sales comp for dummies". If you already know anything at all about sales comp, it's really not for you.
Worthless in the real world**(see edited section of review).......2004-01-01
I now understand why large corporations are confused. This book has many pages of verbiage with even more useless graphs. Perhaps corporate vice presidents who need to justify their existence can wave this book around and generate reams of computer reports to wade through while their corporate bosses walk down the halls, but as far as creating a practical working program forget it. I would like to have my money back.
********
******** Hold the presses!
This guy David J. Cichelli just gave me a call! I will say one thing for him. He is sincere and extremely intelligent. After a warm friendly conversation he helped me with my plans. So I don't want my money back after all! In fact I definitely will be looking for him to write some industry specific books in the future. I truly wish him well.
The perfect how-to for sales incentive program designers.......2003-12-21
Keep this book among your collection of professional books. It's a no-nonsense guide that goes directly to the heart of how you design incentive programs for sales people in different jobs. David Cichelli describes, in detail, the finite number of formula mechanics used to pay incentives. He also describes when to use the mechanics, the math behind each formula, and popular variations of each mechanic. If you're looking for a book on the psychology of incentive programs, this isn't it. It is, however, a primer on specific sales incentive program types. Every HR or Comp Analyst should be familiar with these concepts - if not for your career, then for the sake of the people working in sales and the company's bottom line.
Average customer rating:
- One of the best
- It's a classic ...
- A must if you have anything to so with large sales
- A pedantic, tired book from the guru
- Re-vampled and updated way of looking at your sales force and being customer focused.
|
Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
John DeVincentis
Manufacturer: McGraw-Hill
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SPIN Selling
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ASIN: 0071342532 |
Amazon.com
Unlike practically every other segment of the modern business world, the corporate-sales department has changed very little from the rigid organizational framework it first attained back in the gray-flannel '60s. But even that bastion of traditional business structure is starting to evolve, as customers at all levels begin to reconsider their expectations, purchasing patterns, and criteria for establishing and maintaining relationships with sales professionals. Rethinking the Sales Force, by Neil Rackham and John De Vincentis, is an innovative attempt to give today's salespeople a push in the right direction before the inevitable sea change now developing totally overtakes them and undermines their potential for future success. Rackham, author of Spin Selling, and De Vincentis, an independent sales and marketing consultant, use leading real-world examples such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of assorted products and services can be dramatically improved by determining the real needs of three different types of buyers--whom they call "intrinsic value customers," "extrinsic value customers," and "strategic value customers"--and then developing the appropriate sales strategies to meet them. --Howard Rothman
Book Description
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Download Description
Rethinking the Sales Force demonstrates how the successful sales force manages complex business processes with multiple sales approaches and selling models that meet the demands of today's sophisticated customers.
Customer Reviews:
One of the best.......2007-06-27
As a sales coach, I'm always on the the look out for insight. Rackham's book is a must read for sales managers.
It's a classic ..........2006-11-26
... but getting outdated. Everyone interested in shaping and organizing a sales organizations should read it. Sales professionals should also review it for insight when thinking about segmenting their customers. It was very insightful in its days and is to an extent still today. As with all of these types of books it is ONLY ONE COMPONENT or view of how customer segmentation ans sales force alignment can be successful. SO take it as input, not gospel.
A must if you have anything to so with large sales.......2006-07-19
This book includes key considerations about the nature of large sales and shows, by means of contrasting with smaller sales, the specific requirements for success in this field. By reading this book the reader understands perfectly why extremely successful salespeople of low priced items fail when they are "promoted" to the selling of most prestigious and expensive items. It is a must for anyone in the field or large sales.
A pedantic, tired book from the guru.......2006-07-09
Having grown up on Rackham's sales models, I have huge respect for him and his work. When I was a sales rep at HP in the 1980s, Rackham's book changed my career and life, catapulting me from junior rep to SVP Global Sales (different company now). SPIN Selling is dead on the money in terms of what true sales pro's need to make the big bucks; it's still the best book in its field. I saw this new book from Rackham a month ago (note: it's been out there for 7 or 8 years) and bought it. I was very disappointed. Every great author/guru deserves one pass so I guess this is Rackham's. Rethinking The Sales Force is pedantic and tedious, filled with "consultant-speak" and the tired old models from McKinsey & Co (mgmt consultants) that every sales professional has had to labor through in internal process meetings. The "case studies" are mostly quips and 3 to 5 sentence anecdotes few of which are genuinely interesting or helpful. My real criticism of the book is it takes over 200 pages to say something that deserves one paragraph: some customers want a low-cost product and a low-end relationship, other customers want a more consultative, deeper relationship, and, pretty much, you have to know which is which to be successful. Makes sense. Worth an article in a magazine, but not a whole book. Summary: this is just not a strong sales book. LIke I said though, Rackham is a great figure in the sales field and his ideas have done a lot for me personally. I hope in his next book he shakes off the ennui so apparent in this last one and delves back into the original thinking.
Re-vampled and updated way of looking at your sales force and being customer focused. .......2006-06-27
This book is extremely thought-provoking in how we should focus on our customers and how we need to re-think how we segment our sales force.
Neil Rackham and John DeVincentis make a lot of sense, our customers have changed. Business environments have changed, technology has changed, and the way we approach our customers and sell needs to change.
Value creators, and the customer decides what value means to them, it is our job as sales professionals to find and demonstrate that value.
Love the book, have read it three times and I learn more every time.
Product Description
In Masters of Loyalty, you will learn the only real reason why customers become genuinely loyal to suppliers - and why most companies get the loyalty equation wrong. Masters of Loyalty gives both sales managers and salespeople, an intimate view of what loyal customer relationships look and sound like and how to go about transforming sales calls so that customers are not merely "satisfied" but move toward full-blown loyalty - during every call.
If you want to turn your sales force into a dynamic loyalty force that makes customers highly resistant to competitor's appeals and binds them to your company in a lasting way, read how a master does it.
Marketing vice president Mike is in trouble. His special loyalty-rewards program has all the right elements, but customers aren't buying it. Except, that is, from a regional sales rep named Tony. Like all of the company's reps, Tony uses the Action Selling system. But somehow he seems to operate at a master's level, generating not just sales but fiercely loyal customers. What is Tony's secret? To save his own job, Mike desperately needs to find out.
Customer Reviews:
Repetition is the mother of all boring..........2006-12-27
I believe that repetition is the mother of all skill but enough is enough. For $20 a book Duane you could be a bit more compelling, your books are predictable and filled with "filler." I could have learned as much about loyalty by reading the definition in the dictionary.
Signed,
Your not so loyal purchaser of future books.
M
Product Description
International Paperback Edition. Printing and illustrations are in black and white. Contents are the same as the hardcover.
Book Description
This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Customer Reviews:
Serious theory, Serious work.......2005-08-26
I was very impressed by the content of this book, it is descriptive and resouceful, I would strongly recommend it to anyone with the task to tackle Sales Force Effectiveness in a organization. Buy it, read it and apply the the concepts...you will not regret it!
Book Description
Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly create urgency, you must focus instead on the customer's problems and decision-making process. Jolles provides a systematic, repeatable, predictable approach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "decision cycle" and ultimately discovers his or her needs. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios. This book is a "must read" for all sales professionals, sales managers, and managers in need of a disciplined approach to persuading others.
Download Description
"Customer Centered Selling" teaches you the secret of the world-famous Xerox sales training program. For almost two decades, tens of thousands of salespeople have learned the lessons presented here by Robert L. Jolles, the Sales Trainer with the longest tenure working at Xerox Corporation today. The secret, Jolles reveals, is reversing the conventional selling practice. You must focus first on your customer's needs and decision-making process, instead of on the selling process. Jolles provides a systematic approach that teaches you to anticipate-- and influence-- customer behavior as the customer moves through an eight-stage "decision cycle". Only after you understand the steps of this decision cycle, Jolles cautions, are you prepared to match it to your "selling cycle". At the heart of these lessons is the simple but brilliant role-reversing concept of taking an idea and planting it in the mind of your customer-- making the customer believe he or she thought of it first. Jolles teaches a repeatable, predictable selling process that can be adapted or modified to fit any experience that requires the skills of persuasion. The book includes a series of case studies, activities, and exercises that enable you to better understand the principles being taught, so you can immediately apply them to your own unique scenarios. This book is a "must read" for all sales professionals and sales managers and all managers in need of a disciplined approach to persuading others.
Customer Reviews:
One of the Best!.......2004-09-08
I've rarely seen a more logical approach to selling. It leaves nothing to imagination, making every step in the process clear and explicit. It even expands on Rackham's SPIN sequence. If you're tired of guessing, this book's for you.
Excellent Across the Board!!!.......2003-08-12
TThis book is terrific...It answered many questions I had about sales approach to b2b selling. If you are selling b2b or your product/service has a high value, you will love the tools this book will give you to succeed! It has great examples, and useful exercises to make the material 'stick'. Rob breaks everything down to minute detail, so everything is duplicatable and understandable. I hope to see an audio version sometime in the future. I love the questioning sequences detailed by Rob and his honest and ethical approach to every step in the sales cycle.
This book also teaches you how to use the selling principles in everything else in life from managing employees to bringing up children. I am already beginning to be more pursuasive with my fiance and my boss. I am loving it!!!
Robert Jolles teaches you very SOUND techniques and not hype like Tom Hopkins, Zig Ziglar or Joe Girard. I love the fact that he was a senior sales training consultant at Xerox, which is world-known for its investment in sales research and its training methodologies.
Good Book - but its missing that little "something".......2002-07-21
I am pretty new to the world of sales - a reluctant salesman who has realised that selling is central to success in any relationship based endeavour. What I have been searching for is a sales 'system' - a repeatable process that allows you to 'advise' the client for mutual benefit, rather than simply sell him. And Robert Jolles almost hits the mark. He gives you a sales strategy - a strategy with 8 steps in the selling process, that with a bit of practice will make the sales call more of a consultation.
But, for me, the book contradicted its title somewhat. This is particularly evident where Jolles uses the boxing metaphor for selling (he compares selling to you and your client stepping into the ring for a few rounds) and 'bleeding' your client. Now maybe I'm naive, but I think this is what is totally wrong with the sales profession - I don't think you're ever fighting your client, or should be trying to 'bleed' him or her, or make him hurt.
Now perhaps Jolles was simply trying to make the point that the client needs to be fully aware of the implications of his/her problem etc, but it was the way he says it that shows he doesn't have the customers true interests at heart. And to me,its the philosophy of the sales professional combined with sales effectiveness that is critical to building long-term, mutually benefical client relationships.
I would recommend this book to you - it teaches a sound sales process that is repeatable. But for me it missed that extra something.
Takes selling to the next level.......2001-08-18
Clearly defines the steps to making a sale along with the understanding of how and when a customer makes a buying decision. People don't make a large purchase decision until they have a "problem". So if you are selling large ticket items and or programs, then you better understand how to move the decision maker into the "problem" stage. I thought that the author's examples and situations outlined in the book were excellent and really drove home the points he was making. It is an easy read and thoroughly enjoyable!
Repeatable and Predicatable....can you really find that?.......2000-12-23
I have been teaching Rob's methods for close to 2 years at the Univ. of Houston. Rob is a genuine person and his methods work...period. Yet, you cannot just read this book and expect it all to sync the first day. You need to practice this....daily to have the impact required.
Books:
- Management of a Sales Force
- Managing Enterprise Content: A Unified Content Strategy
- Marketing Management (12th Edition) (Marketing Management)
- Mastering High Net Worth Selling: The Critical Path
- Norman Vincent Peale: Three Complete Books: The Power of Positive Thinking; The Positive Principle Today; Enthusiasm Makes the Difference
- Product Strategy for High Technology Companies
- Qualitative Market Research: A Comprehensive Guide
- Sales Dogs : You Do Not Have to Be an Attack Dog to Be Successful in Sales (Rich Dad's Advisors series)
- Search Engine Marketing, Inc.: Driving Search Traffic to Your Company's Web Site (Ibm Press)
- Search Engine Marketing, Inc.: Driving Search Traffic to Your Company's Web Site (Ibm Press)
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