Book Review #3: A Salesman’s Lessons

Name:           A Salesman’s Lessons

Author:         C R Jena
No. of Pages: 210
Genre:           Business and Management
Publisher:      Platinum Press (An imprint of Leadstart Publishing Pvt. Ltd.)
Price:            Rs. 195/-
Published in:  2013
The blurb of the book says: What is the ground reality for a Salesman? Do the various laws, theories, hypotheses, anecdotes and sayings of science, mathematics, literature, engineering, management, history – in fact, everything that we painstakingly read and absorb in order to gain our college degrees before we start working, equip us for field situations when we actually go into the all–too–real–world of Sales? Can we really use the academic learning we struggled with and paid so much for, to sell better? Are there certain factors (which do not appear in the pages of any college or business school text), that are crucial to success in Sales? In an engaging narrative based on his own 15 years in the field, the Author explores the answers to just these questions. The book is light reading and fun but the lessons it contains are both down–to–earth and serious. This is not a self–help book to make you a Sales champion, but if you do pick up a few tips along the way, then that is a double whammy!
About the author: C. R. JENA, an alumnus of Indian Institute of Technology, Kharagpur and Xavier Institute of Management, Bhubaneswar, is a sales professional with 15 years experience selling products and services in the IT industry. He has worked in India and major geographies of the world. Currently he is Business Head at Mahindra Satyam, Africa, based in Johannesburg, South Africa.Jena is a regular participant, panellist and speaker at various fora and events in the IT domain. His previous book, 22 Things You Should Know About Indian IT, received critical acclaim from both the industry as well as aspiring engineering students.
You can checkout his website to know more. 

The book consists of 27 short chapters, each chapter dwelling on a particular theory. The author had tried applying theories from various disciplines (mathematics, management, physics, etc.) in his sales career, which he has compiled in this book. At the end of each chapter, the author gives ‘Statements to use’, which are actually points which you should remember. But I felt he should have called the points something else instead of ‘Statements to use’.
I am sure sales personnel will enjoy this book thoroughly as they will be able to relate to the given situations easily. Being a management graduate as well as a science student, I found it interesting as to how the author had used the various concepts in the sales field. But at times I found it difficult to keep my interest and concentration intact. I suggest that you take one chapter at a time.

Overall, it’s a nice read. I would give the “A Salesman’s Lessons” 3 on a scale of 5.

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