E-Book: The Sales Force by Charles Cohon

$0.99

Product Description

“The Sales Force is a compelling new look at the dynamics between sales forces and the companies that use them.”

Brigitte Madrian, Associate Professor of Business and Public Policy
Wharton School of the University of Pennsylvania

“This book is a refreshing change of pace and very entertaining way to share a solid and ‘right on’ perspective of the the industrial sales business today. It’s really all about ‘field sales’ and your way of describing how it really works is terrific, especially the how and why of outsourcing field sales to professional firms. Congratulations and, on behalf of all your readers, thanks!”

Raymond J. Hall, CEO and Executive Vice President
Electronics Representatives Association

“The author shows how to use total quality management, metrics and measurements to improve sales force productivity. He does this by telling an entertaining story of a high performing salesperson’s journey from sales to management.”

Robert J. Calvin, University of Chicago Graduate School of Business Adjunct Professor of Marketing and Entrepreneurship and author of Sales Management, the McGraw-Hill Executive MBA series

“This is a refreshing and informative read for anyone whose livelihood is tied to products sold in the business-to-business marketplace where face-to-face contact with the customer is still absolutely essential.”

Joe Miller, President/CEO, Manufacturers’ Agents National Association

“In an entertaining and statistically valid fashion Charley Cohon makes the case for Independent Manufacturers’ Representatives as an economically viable and high performance sales force. This book is a must read for every business owner and sales manager who has struggled with sales force management and needs to find a better way. Look no further — The Sales Force has the answers and the facts to back them up.”

Henry P. Bergson, President
National Electrical Manufacturers’ Representatives Association

“The Sales Force is an intriguing look at how the lessons learned on the plant floor illustrate key techniques sales managers can use to create a high-performance sales team and includes a toolbox of strategies that allows sales executives to weigh objectively the costs and benefits of an in-house sales force against its outsourced equivalent.”

Dr. Marilyn Friesen, Executive Vice President
Manufacturers’ Representatives Educational Research Foundation