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

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

by Dave Kahle

NOOK Book(eBook)

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Product Details

ISBN-13: 9781601639042
Publisher: Red Wheel/Weiser
Publication date: 11/01/2002
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 224
File size: 949 KB

About the Author


Dave Kahle has been the top salesperson in the nation for two companies in two distinct industries. He has authored nine books, presented in 47 states and nine countries, and has personally and contractually worked with more than 300 companies to help them increase their sales. Specializing in the B2B environment, Dave creates customized training programs, speaks at national conventions, and consults in areas of sales system design and sales force compensation. He splits his time between Grand Rapids, Michigan, and Sarasota, Florida. You can connect with him at www.davekahle.com.

Table of Contents

Introduction: It's a Daily Battle!5
The First Time Management Secret: Get Grounded!15
The Second Time Management Secret: Think About It Before You Do It!37
The Third Time Management Secret: Think Right!53
The Fourth Time Management Secret: Prioritize Your Customers and Prospects!81
The Fifth Time Management Secret: Stay on Top of the Flow!107
The Sixth Time Management Secret: Clean out the Gunk!119
The Seventh Time Management Secret: Create Systems!137
The Eighth Time Management Secret: Stick to an Effective Sales Process!161
The Ninth Time Management Secret: Nurture Helpful Relationships!177
The Tenth Time Management Secret: Stay Balanced!191
Index213
About the Author219

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10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count 4.6 out of 5 based on 0 ratings. 5 reviews.
Anonymous More than 1 year ago
Guest More than 1 year ago
Dave Kahle adapts many now common time management processes for the specific use of salespeople in the field. His underlying assumption is that it is much more difficult for outside salespeople to apply the usual techniques, since their lives are so filled with uncertainty. Plus salespeople tend to be action-oriented, so they don¿t commonly want to spend time planning or setting up systems. But, Kahle argues, such organization is critical to success in sales. While Kahle claims that most time management principles and tactics ¿totally miss the unique challenges of the field salesperson,¿ the material he covers in the book sounds very familiar. It echoes many other books about goal setting, problem solving, decision making and effective selling. We find that while this may be a helpful review of fairly common material in the guise of time management, the information is hardly unique ¿ although its focus on salespeople¿s needs may give it additional value for them.
Guest More than 1 year ago
Dave Kahle's book contained immediately applicable time management tips that can be utilized by anyone. Highly reccomend. JP Anderson, International Business Advocate
Guest More than 1 year ago
"Time Management has got to be a key issue for salespeople. What a timely book and a useful tool. Well done to Dave Kahle, on the foremost leaders in sales trends..." Paul Cherry, Progressive Business Solutions
Guest More than 1 year ago
When I saw "Time Management" in the title I was sceptical. I thought time management was a theorial concept only applicable to people in the office. This is groundbreaking book, addressing those time management issues pertianing specifically to people in outside sales.