NAW National Association of Wholesaler-Distributors

Description

For many distributors, inside sales staff are core components of their business and often act as the customers' first point of contact. Especially now with today's challenges, they are taking on greater responsibility for their companies’ profitability and assuming many of the duties formerly performed by outside sales reps. This workbook provides a real-world, in-depth understanding of the expanded role of inside sales. It's a perfect component in your training program, especially during an economic downturn, because it shows your inside sales staff exactly how they contribute to the health and well-being of your company. 

What Readers Have to Say

"I am extremely impressed with the content of the Essentials of Profitable Inside Sales in Distribution© workbook. I think it’s a valuable tool for both our new and recently promoted Inside Sales associates."

— Bob Zambruski, Learning Manager, HD Supply - Electrical

"Essentials of Profitable Inside Sales in Distribution© contains excellent material that we can implement right away at our company. I will buy the next Essentials publication and implement it in the same way."

— Frank Slagle, President, The Tool Crib, Inc.

"Essentials of Profitable Inside Sales in Distribution© touches on the fundamental aspects of distribution. Although the title states inside sales, I believe that every person in any department can benefit from the information that is provided. This book is very well outlined and gives the reader a strong understanding of basic customer service, sales, costing, and purchasing in a very easy to read format. I strongly recommend this book to anyone who wishes to learn the basic principles of wholesale distribution and customer retention."

— Navin Bharwani, Customer Service Manager, Tenaquip Limited

Extended Description

Using a spiral-bound workbook format with end-of-chapter review quizzes and a glossary of common wholesale distribution terms, Essentials of Profitable Inside Sales in Distribution provides a detailed and clear description of the requirements for the modern inside sales rep in 12 easy-to-read chapters:

• The role of the modern sales rep
• Customer service
• Working with problem customers
• Factors that make sales profitable
• How to increase the profit on sales
• Pricing tactics
• Perceived value and price sensitivity
• Basic selling skills
• Communication as a key to selling
• Prospecting for new customers
• Time management
• Becoming a first-rate sales professional

Wholesale distribution is a fascinating industry that remains very competitive. Running a successful company requires cooperative efforts from knowledgeable and motivated employees. As critical members of your team, make sure that every inside sales rep reads Essentials of Profitable Inside Sales in Distribution. When they put into immediate practice the book's tools, training, and systems, they will make your company profitable and successful in today's competitive marketplace.