Sales and marketing present a real challenge for many small business owners, especially those who are just starting out. Many of you are great experts in your field, but have never had to market and generate sales for your product or service before launching your own business. If this sounds like your situation, I highly recommend a new book from Career Press. Sales and Marketing: Learn What You Need in 2 Hours is a quick overview of the critical things you need to know about how to market your product or service and gain sales.

The book, written by Scott L. Girard, Jr., Michael F. O’Keefe and Marc A. Price, is part of a series called a “Crash Course for Entrepreneurs.” The authors’ objective is to quickly provide entrepreneurs and small business owners with a basic framework on all the topics that are essential to developing a successful business. Then they provide additional, more in-depth information on the various topics at their website at www.expertbusinessadvice.com. And, of course, with the framework in your head, you will then know what topics to research further at other sources on the web.

One of the things I particularly enjoyed about the volume in the series I read was its easy-to-manage structure. The authors break sales and marketing into seven chapters that contain short sections – two to three pages – that are quick to read. The information is very concise and to the point. For the harried small business owner, this is great! By devoting only a few minutes a day, you could quickly increase your knowledge of the important topic of sales and marketing.

According to the bio in the book, the authors have successfully started a total of 17 businesses, so they know whereof they speak. I found their explanation of the elements of sales and marketing to be right on target, and I’m sure it would be very helpful to any new business owner and even to many experienced entrepreneurs.

Here is an example of the type of advice they give that I think is extremely valid. In talking about the importance of building a network, they wrote: “One of the biggest myths in business is that you must have a large network if you want to succeed. The reality is that the size of your network is not what’s important; it’s the influence of the people within your network that counts.” Amen, amen, amen! My personal experience has shown me that it has been a handful of people in my network that have produced the majority of referrals for my ghostwriting business over the past 25 years. Identify and treasure those people in your network who are your rainmakers!

You can check out all the books in the “Crash Course for Entrepreneurs” series here. I can’t vouch for them all, but if the rest are as good as Sales and Marketing: Learn What You Need in 2 Hours, they are definitely worthy of your consideration.