getAbstract Summary: Get the key points from this book in less than 10 minutes.

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. getAbstract finds 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.

Book Publisher:

Career Press