Salespeople: Books

10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count

10 Secrets of Time Management for Salespeople offers salespeople practical time-management tools and processes that can be applied to every major aspect of the salesperson's job. The secrets are short and easily remembered. This book is of use to any type of salesperson.

Dave Kahle. Career Press. 288pp. Paperback. Cost: $10.19

A Manager's Guide to Staff Incentives and Performance Improvement Techniques

Offers practical advice for managers on incentive methods such as cash and non-cash reward systems; incentive travel; events; recognition systems; and flexible benefits.

John G. Fisher. Kogan Page. Hardcover. Cost: Currently unavailable

Analyzing Sales Promotion: Text & Cases : How to Profit from the New Power of Promotion Marketing

Uses sales data generated by in-store electronic scanners to explain sales promotion strategy and its place in an integrated marketing program.

John C. Totten and Martin P. Block. Dartnell Corp.; 2nd edition. 226 pages. Paperback.

Best Sales Promotions

Reviews 126 of the best recent sales promotion campaigns. Readers will develop a better understanding of what constitutes a successful promotion and of what a good promotion can—and can't—do. A straightforward book that is useful for readers with all levels of experience.

William A. Robinson. McGraw-Hill Companies. 240pp. Paperback.

Beware the Naked Man Who Offers You His Shirt : Do What You Love, Love What You Do, and Deliver More Than You Promise

Beware the Naked Man Who Offers You His Shirt offers readers a roadmap for their career. You'll learn how to find out why caring is contagious in business, secrets on servicing sales worth millions, and to use your contacts in new ways. Includes advice ranging from can't miss strategies on getting a raise to a sure-fire strategy for fighting back when the bad guys get you down.

Harvey MacKay. Ballantine Books. 416pp. Paperback. Cost: $10.17

Building a Winning Sales Team: How to Recruit, Train and Motivate the Best

Gini Graham Scott. Probus Professional Pub. 202pp. Paperback. Cost: Varies with seller

Building the High Performance Sales Force

Building the High Performance Sales Forces illustrates a clear cut way for salespeople to maneuver in the new era, balance people and profits, introduce self-manargement, implement total quality selling, take advantage of sales management tools, and grow sales despite harsh competition. This book also a 120-Day Improvement Plan which outlines ways to strengthen your sales force.

Joe Petrone. Productivity Management Press. 210pp. Paperback.

Compensating Your Sales Force: How to Use Commissions, Draws, Bonuses and Quotas to Keep Your Sales Team Hungry and Productive

Compensating Your Sales Force provides the guidance required to custom-design a compensation package that meets all the particular objectives of your individual firm with emphasis on the bottom line. This book includes a new approach to balanced compensation, new IRS rules for business expenses and new techniques for territorial realignment.

W. G. Ryckman, Robert G. Head. Probus Professional Pub. 240pp. Hardcover.

Compensation for Teams: How to Design and Implement Team-Based Reward Programs

Managers looking for a team approach will find particular satisfaction here. The author looks at the critical issue of aligning an organization's compensation, culture, and strategy, and then delves into the steps involved with designing and implementing team-based reward systems. Chapters cover such issues as incentive compensation, recognition awards, and the architecture of team pay.

Steven E. Gross. AMACOM. 259pp. Hardcover.

Creating a Total Rewards Strategy

Described by the publisher as a "toolkit for designing business based plans," this book provides a highly detailed approach to implementing a total rewards strategy. Literally every step of the process is detailed, with specific examples, Includes a CD.

Manas, Todd M., and Graham, Michael Dennis. Amacom, American Management Association . 352pp. Hardcover .

Feed Your Eagles!: Inspiring and Coaching Your Sales Team to the Top

Feed Your Eagles offers advice on how to successfully motivate your sales force and ultimely increase your sales. Author, Newton, examines the positive motivators sales managers need tomake their sales team successful as well as the negative motivators whichcan hinder performance.

Derek A. Newton. Irwin Professional Publishing. 270pp. Hardcover.

Four Elements of Successful Management

This book addresses basic management issues applicable to almost any organization and manager. It provides a simple approach summarized as "select, direct, evaluate, and reward," but is in no way short of details. It includes extensive information on every aspect of the process, including benefits of cash and noncash awards.

Marshall, Don R. . Amacom. 208pp. Hardcover . Cost: $14.96

How to Design & Implement a Results-Oriented Variable Pay System

Here's a detailed process for implementing profit sharing, gain-sharing, and goal sharing. You'll get a step-by-step approach that includes organizing the design team, establishing baselines and measurement tools, and determining the frequency and methods of payout. Chapters cover: multi-tiered and small-group systems, selecting and evaluating measures, assigning values to gains or goals, establishing baselines, and sharing the gains. You'll find more implementation details than in many business books.

John G. Belcher, Jr.. American Management Association. 248pp. Hardcover. Cost: $44.00

How to Run an Incentive Program

A booklet published by Incentive magazine that details how to structure incentive programs.

Incentives in Marketing & Motivation

A comprehensive text on the incentive marketplace. The content is illustrated and includes numerous case studies that reveal the breadth and potential of the incentive marketplace.

Meredith Aim. Kendall/Hunt Publishing Company. 512pp. Paperback.

Light Their Fire: Using Internal Marketing to Ignite Employee Performance and Wow Your Customers

Light Their Fire discusses how employee communications is the key to delivering on solidifying customer relationships. This book will teach you how to identify the varying perspectives of different audiences, tailor your messages for maximum effectiveness, and much more.

Susan Drake, Michelle Janette Gulman, Sara Roberts. Kaplan Business. 272pp. Hardcover. Cost: $15.64

Managing Through Incentives: How to Develop a More Collaborative, Productive, and Profitable Organization

Shows managers how to apply proven motivators to help any size firm energize the work force, increase its profits, and meet the challenges of today's competitive global economy. Presents the pros and cons of incentives as well as why and how they work and discusses in detail incentives for executives and workers and those used for marketing to consumers.

Richard B. McKenzie and Dwight R. Lee. Oxford University Press. 352pp. Hardcover. Cost: $60.00

Principles of Results-Based Incentive Program Design

Based on the Incentive Marketing Association's Principles Of Results-Based Incentive Program Design Seminar, this is the first formal curriculum ever developed for incentive program planning. The textbook includes sections on Incentive Program Basics for the Business Executive, Core Strategies for the Business Executive, Planning and Design Considerations for the Practitioner, and Implementation and Management Considerations for the Practitioner.

Bruce Bolger and Rodger Stotz. Incentive Marketing Association. Cost: $69.95

Promotional Marketing: Ideas & Techniques for Success in Sales Promotion

This book details the challenges of promotional marketing through a chronological history starting in the 1950s. The last section looks to the future.

William A. Robinson and Christine Hauri. McGraw-Hill. 178pp. Hardcover.

Sales Promotion Essentials: The 10 Basic Sales Promotion Techniques...and How to Use Them

Has several chapters that relate to planning premium programs. This book offers a solid foundation in sales promotion basics by explaining 10 basic techniques and discussing the newest innovations in the field. A great book for students, because it provides real life examples to spark discussion.

Don E. Schultz. McGraw-Hill. 240pp. Paperback. Cost: $13.57

Sales Promotion: Concepts, Methods and Strategies

Deals extensively with the field of sales promotion planning and analysis: how promotions affect sales and profits, types of sales promotions, the interaction of promotion and advertising, and future research. Particularly good for marketers involved in packaged goods promotion.

Robert C. Blattberg and Scott A. Neslin. Prentice Hall College Div. 969pp. Hardcover. Cost: Varies by seller

The Reward Plan Advantage: A Manager's Guide to Improving Business Performance Through People

The author describes recognition and group incentive plans, as well as types of awards and implementation. This book comes closer than most to addressing brass-tacks programs that managers at almost any level of an organization can implement.

Jerry L. McAdams. Jossey-Bass . 332pp. Paperback. Cost: $45.00