MKT 452 book report
Lichen Zhu
MKT 452
Book report
May 5, 2015
The managerial Odyssey is a book written by Robert L. Focazio, talks about several aspects a salesperson needs to pay attention on, such as motivation, self-control, guidelines of making sales, and notes to be a successful manager.
This book has three sections, the first section called “three rules for the road”. The first rule Robert mentions is “ you have to have fun to become successful”. He thinks having fun is essential to success, and this would also solve the job dissatisfaction problem. Love your job, and make the working environment fun to work, could increase the salesperson’s attitude and motivation of work. Unlike other books or professors, Robert doesn’t think the motivation techniques would work for short-term or long-term success. To the contrary, he believes only self-motivators can provide job satisfaction to salesperson himself, lifetime goals can motivate long-term job satisfaction, thus you would know yourself and enjoy what you do, have enough fun instead of asking more. He has a diverse idea that he doesn’t think money could drive the motivation of the new generation, such as the graduate students from college, so he doesn’t refer to the bonus, commissions or other rewards in the textbook.
The second rule is “remember, you’re better than you think you are.” Robert mentions many times when we wrapped into problems, we become negative. Hence at that time, we need to recall the memories of the accomplishments we made and think about who helped us to overcome the problems, what we did at that time, and what qualities did we have to as a strength to overcome, and these qualities, abilities, and skills could be helpful all the time. This is a good advice for the salesperson to deal with the difficulties, most of the time we learned how to success, but the textbook didn’t teach us how to get over the difficulties. Salesperson can easily be upset when they get stuck. By recalling the past experiences, a
MKT 452
Book report
May 5, 2015
The managerial Odyssey is a book written by Robert L. Focazio, talks about several aspects a salesperson needs to pay attention on, such as motivation, self-control, guidelines of making sales, and notes to be a successful manager.
This book has three sections, the first section called “three rules for the road”. The first rule Robert mentions is “ you have to have fun to become successful”. He thinks having fun is essential to success, and this would also solve the job dissatisfaction problem. Love your job, and make the working environment fun to work, could increase the salesperson’s attitude and motivation of work. Unlike other books or professors, Robert doesn’t think the motivation techniques would work for short-term or long-term success. To the contrary, he believes only self-motivators can provide job satisfaction to salesperson himself, lifetime goals can motivate long-term job satisfaction, thus you would know yourself and enjoy what you do, have enough fun instead of asking more. He has a diverse idea that he doesn’t think money could drive the motivation of the new generation, such as the graduate students from college, so he doesn’t refer to the bonus, commissions or other rewards in the textbook.
The second rule is “remember, you’re better than you think you are.” Robert mentions many times when we wrapped into problems, we become negative. Hence at that time, we need to recall the memories of the accomplishments we made and think about who helped us to overcome the problems, what we did at that time, and what qualities did we have to as a strength to overcome, and these qualities, abilities, and skills could be helpful all the time. This is a good advice for the salesperson to deal with the difficulties, most of the time we learned how to success, but the textbook didn’t teach us how to get over the difficulties. Salesperson can easily be upset when they get stuck. By recalling the past experiences, a