Negative Positive
Title: Classic Sales primer
Review: Carl Sewell's model for Sales and repeat business in the automobile business was thrust into the spotlight by some generous praise from uber-guru Tom Peters. This is his book on how he did it. Of course so much of it is beyond obvious ("Listen to your customers" - who doesn't know that's important in Sales?) but then again, he has to be doing something right.Key themes include:- The important of understanding you customers.- Service through systems.- How do deal with people.- Measurement.- Creating customer experiences.- Learning (Borrowing).Perhaps Sewell's greatest contribution to broader Marketing management is the concept of the lifetime value of the customer. Is a customer worth the Caddy they buy, or every one they buy during their life? That's what costs need to be measured against.The book does earn it's spot in any Management library.
Is the review positive or negative? 