From Selling to Managing

Preface to theRevised Edition

Many sales managers come to their jobs from the ranks of the sales force. They are promoted on the strength of their outstanding performances as salespeople. Few receive formal training for their new responsibilities. They are expected, rather, to make the transition from selling to managing on their own steam.

That’s why I wrote this book—to help the newly appointed field sales manager master the job. I concentrate here on the problems managers face and point out what they must do to solve them. It is my hope that the general approaches suggested will stimulate readers to think of ways of adapting them to meet individual requirements.

Since the first edition of From Selling to Managing was published, a number of ...