IF you buy no other book on sales this is the one to get.
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I bought this book when it 1st came out, and here we are 11 years later, I'm a little older and hopefully a little wiser, my sales career has flourished in the interim, and a large part of that success is due to the principles and values laid out in this book.
Most of us know what the right things are to do in life, and some times we do them, because they feel right to us, and what the training and knowledge givers do ( like Mark McCormack ) is endorse that we are doing the right things " right '
A lot of this book is common sense, and it teaches you a lot, about how to bring the best out of the people you will work with, customers, suppliers, colleagues etc.
Don't let the fact that the last review of this book was in 2002, or the fact that it has been around a while, my library contains over 200 books on the discipline of selling, marketing and human behaviour.
What prompted me to write this review, is I'm now working with a lot of young men and woman who are entering the profession of sales, for the 1st time, and when they ask me for advice and guidance, based on my 20+years experience, I tell them if you only ever invest in one book, this is the one to buy, it encompasses, all the lessons I have learnt 1st hand on my journey in my chosen profession of sales.
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The things they CAN'T teach you at Harvard Business School
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Mark McCormack is Founder, Chairman and CEO of sports marketing company International Management Group (IMG). He was named 'the most powerful man in sports' by Sports Illustrated. In this book McCormack does not so much criticize Harvard Business School as the title suggests, but complements the traditional business school-education with 'street smarts' - "the ability to make active, positive use of your instincts, insights, and perceptions." (Funnily enough, McCormack did not even attend the HBS, he has a law degree from Yale.) "My main purpose in writing this book is to fill in many of the gaps - the gaps between a business school education and the street knowledge that comes from day-to-day experience of running a business and managing people." He splits the 'street smarts' and this book up into three parts: People, sales and negotiation, and running a business. With each part consisting of 4-to-6 chapters. In the first part McCormack discusses matters related to people, such as reading people, creating impressions, preparation for business situations, and improving your career. "Business situations always come down to people situations. And the more - and the sooner - I know about the person I am dealing with, the more effective I'm going to be." In the second part of the book - Sales and Negotiation - the author dicusses sales, negotiations and marketing. Sales and negotiations are probably the strongest point of both the book and McCormack, he really excels here. ...The third part of the book - Running a Business - is probably the weakest part of the book. Although there are some great one-liners, it is clear that the author is not that much at ease with writing about organization structures, policies and procedures. In fact, it looks like he despises most of these subjects. However, in the final chapter he provides some good advice for entrepreneurs and people thinking about starting their own business. Yes, I do like this book. It is somewhat unconventional and is not really a business/management book. The examples from his experiences in sports marketing are exceptional and extremely useful, although the author comes across somewhat arrogant. And yes, it is a great complement to the traditional business school-education (although they are now covering some of the subjects McCormack discusses). It is very simple to read and relatively short (250 pages). Recommended to managers and, yes also, MBA-students.
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The most important book I ever read
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Mark H.McCormack combines his huge experience in the world of business over many years and essentially a commonsense approach. Through his experience he provides a catalyst for the reader to consider how this thinking can be applied to his/ her business situation and aims. This is a must read for anyone who wants to be successful in business. Mike Tarrier, CEO, JAFFE Associates Europe(Business Development Consultants)
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A book full of something you can't be coached in -experience
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An easy-to-read book by a very successful man. At first it appaears that Mr McCormack could be on a bit of an ego trip when you see the amount of name-dropping. However, when you realise that he is simply talking about about real situations involving real people, then the contextof the book becomes more apparent. A must for the owner-manager of any SME or anyone embarking on a career in management. This book talks about the more practical issues of running a successful business which are, unfortunately, still a mystery to many people who are struggling at 'the sharp end'. Well worth reading.
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