The Mentor: 15 Keys to Achieving Success in Sales--And Life

Jack Carew, Author Dutton Books $19.95 (352p) ISBN 978-1-55611-541-7
Carew, who has been a sales trainer for 20 years (You'll Never Get No for an Answer) pitches his 15-point program for enhancing selling skills to those who believe that the era of downsizing and high-priced consultants has deprived the workplace of knowledgeable and experienced managers. He addresses this problem by presenting an extended imaginary conversation between a mentor and two young professionals (one male, one female) that incorporates his program. Although much of Carew's advice will be useful to people in sales, the long dialogue between the mentor and his trainees is forced and almost embarrassingly simplistic. The major points the author stresses for sales success include persistence, tips on how to forge a bond with prospects and the importance of staying positive and passionate about the product. Carew also firmly believes that salespeople must be truthful about what they are selling and maintain their personal integrity at all costs. Author tour. (Feb.)
Reviewed on: 12/29/1997
Release date: 01/01/1998
Paperback - 208 pages - 978-0-452-28021-2
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