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.





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