Great to skim through and get ideas for territory planning and for doing interview 90 day plans. But looking very dated now as appears to only use data from the late 80s.
Would be of slightly more value to the horizontally focussed salesperson, less use to industry specific sales folk.
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Simon and Schuster Digital Sales Inc (AU)
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Be Your Own Sales Manager: Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself Kindle Edition
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About the Author
Dr. Tony Alessandra helps companies build customers, relationships, and the bottom-line, and shows them how to achieve market dominance through specific strategies designed to outmarket, outsell, and outservice the competition. Dr. Alessandra is president of Online Assessments, (OnlineAC.com) a company that offers online assessments and tests; co-founder of MentorU.com, an online e-learning company; and Chairman of the Board of BrainX, a company that offers online digital accelerated-learning programs. He is a widely published author and was recognized by Meetings & Conventions Magazine as “one of America's most electrifying speakers,” Dr. Alessandra was inducted into the Speakers Hall of Fame in 1985—and is a member of the Speakers Roundtable, a group of 20 of the world's top professional speakers. --This text refers to the paperback edition.
- ASIN : B00333FGWS
- Publisher : Touchstone (1 May 1990)
- Language : English
- File size : 22928 KB
- Text-to-Speech : Enabled
- Enhanced typesetting : Enabled
- X-Ray : Not Enabled
- Word Wise : Enabled
- Print length : 270 pages
- Best Sellers Rank: 1,544,774 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
4.2 out of 5
8 global ratings
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Top reviews from other countries
Mr. Jonathan R. Pascall
In depth guide but dated guide to planningReviewed in the United Kingdom on 19 December 2016
I've bought several copies and worn them out.Reviewed in the United States on 2 September 2017
I've had multiple copies of this book - now on Kindle - and worn them out. I reread it with every new sales position I take. It's a great way to organize yourself as a sales rep and offers some good basics for a new sales manager. Put these ideas to use and you'll make better use of your time and maximize opportunities.
A heavier read but, worth the readReviewed in the United States on 12 April 2014
For people familiar with Dr Alessandra's work and the four quadrants of personalities will note that this book is written for the thinker in us all. But for the directors and socialiser where my dominate personality lies, persist the information in this book will help immensely with managing your sales career and help take it to a new level.
Perth Western Australia
Perth Western Australia