Review of Sales Encyclopedia (Hardcover)

Reviewed by Irene Watson for Reader Views (11/09)

At first sight of this book I held my breath because of the 708 pages; however, once I started getting into the "meat" of the contents, I realized the value of every page. The authors are upfront in the beginning of the book by stating:If you study this book, master its principles, and apply what you've learned, you will find yourself at the very top of the selling profession...."And, I can't disagree with them.As I explored "Sales Encyclopedia," I realized this is not something I could skim through to get the full effect, but it is a book to read, read again, and implement as I go along in the second reading.

Interestingly enough, Chapin et al start off with distinguishing the difference between success and failure in selling. The reader, and prospective top salesperson, needs to be aware of this difference and the components of each.What one may think is success another may think of it as a failure.However, the authors make it very clear in setting apart the top salespeople from the mediocre and poor ones. But, they also make it very clear on how the mediocre and poor ones become top ones. The first chapter delves right into having a positive attitude - enthusiasm, drive, competitiveness, and confidence.If one doesn't have these characteristics there is no point continuing with a career as a top salesperson or any further in this book.

But, it's not only about attitude.According to the authors, a dedicated salesperson using the techniques set out in "Sales Encyclopedia" will systematically create a navigational structure to not only take themselves, but the company they own or work for far beyond any competitor.

Well written, well defined, and certainly well presented, "Sales Encyclopedia" is a book that can be used for all sales training seminars in companies, as well as mandatory reading for all inspiring salespeople, regardless of industry. Seasoned salespeople will also find confirmation of what they know already, but they will also find inspiration to make changes and look at their career with different eyes. Success only comes with the will to achieve it.Sales success comes with knowing the how and "Sales Encyclopedia" teaches the how.



Product Description
For 100 years or more, the best salespeople have been slowly developing and cataloging best practices for their own use. Nowhere has all of this information been assembled at once until now. With the publication of Sales Encyclopedia, salespeople and sales managers have a single-volume source for information on every facet of the sales process. In 47 chapters and 678 pages, six authors with a combined 143 years of sales experience guide both new and experienced sales staff through every step of selling. In a clear, easy-to-digest style, the six authors provide a comprehensive guide that will enable new salespeople to gain the equivalent of years of experience, and remind veteran sellers of why their game stays sharp.

About the Author
The authors of Sales Encyclopedia are among the most highly skilled and experienced salespeople around with a combined 143 years of real-world sales acheivement. Their vast selling experience spans many industries, and they have been at the top in each industry in which they have sold. They have extensive selling experience in face-to-face and telemarketing sales. They have sold products and services to large corporations as well as individuals, in good economic times and bad. They also have mentored new salespeople and done one-on-one and group sales training for some of the largest companies around the world.

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