Publications
Featured Publication
BRAND-NEW: Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
Making Things Happen for Wholesaler-Distributors
The wholesale distribution industry makes things work in our economy, and distribution sales managers make things happen at wholesale distribution firms!
Sales management is a hands-on job that is subject to real-time performance appraisal. This appraisal is conducted daily by salespeople, customers, suppliers, and distributor general managers and owners. This book, by Gary T. Moore, provides real-world ideas, methods, and direction for distributor sales managers.
Whether you are a new wholesale distribution sales executive putting your system together or an experienced sales executive looking for new perspectives and ideas on the basics, this book offers specifics you can use immediately. They include
- Straightforward “how to” text on nine key sales management skills
- Templates and outlines you can adapt to your situation
- Examples of the good, the bad, and the ugly of wholesale distribution sales management, drawn from the author’s own experience and observation of others in the industry
- A compendium of resources to help you continue your skills development as a sales manager.
New Releases
BRAND-NEW: 2010 NAW Employee Compensation Report (2 volumes)
Completely new and available for immediate download to your desktop as a PDF file. As the U.S. economy continues to present challenges, wholesaler-distributors are reconsidering their staffing needs and how to ...
BRAND-NEW: B-to-B Selling Bundle
Gary T. MooreTaking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team The wholesale distribution industry makes things work in our economy, and distribution sales managers make things happen ...
BRAND-NEW: How to Become an Exceptional Distributor Sales Leader
Dave KahleDistributor Sales Leaders: Shorten your learning curve, prevent costly mistakes, and implement effective practices that will lead to exceptional performance. There has never been a time when sales leadership has been more ...
BRAND-NEW: Sales Success Bundle
Dave KahleFour Top-Selling Favorites by Dave Kahle in this Bundle: How to Become an Exceptional Distributor Sales Leader For Distributor Sales Leaders: Shorten your learning curve, prevent costly mistakes, and implement effective practices ...
BRAND-NEW: Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
Gary T. MooreMaking Things Happen for Wholesaler-Distributors The wholesale distribution industry makes things work in our economy, and distribution sales managers make things happen at wholesale distribution firms! Sales management is a hands-on job ...
NEW: EcoTrends® and Trendcast™ Bundle
Alan BeaulieuNOW, when accurate, reliable economic guidance is more important than ever…NAW brings you EcoTrends® and Trendcast™ and you save $545! EcoTrends® is a monthly 50-60-page report about the economy prepared by ...
NEW: EcoTrends®—a monthly report about the economy
Alan BeaulieuNOW, when accurate, reliable economic guidance is more important than ever…NAW brings you EcoTrends® and you save $100! EcoTrends® is a monthly 50-60-page report about the economy prepared by NAW Senior ...
NEW: Trendcast™—a customized business trends forecast report specially prepared for your company
Alan BeaulieuNOW, when accurate, reliable economic guidance is more important than ever…NAW brings you Trendcast™ and you save $300! Trendcast™ is a business trends forecast report prepared by NAW Senior Economic Adviser ...
NEW: Value Creation Strategies for Wholesaler-Distributors
Steve Deist, Mike Marks, Mike EmersonIn Value Creation Strategies for Wholesaler-Distributors, authors Steve Deist, Mike Marks, and Mike Emerson provide highly actionable insights about how wholesaler-distributors can use a market-driven strategy to increase enterprise value ...
NEWLY REVISED: Achieving Effective Inventory Management, Fifth Edition
Jon SchreibfederThe economic challenges facing wholesaler-distributors today have resulted in the release of the fifth edition of Jon Schreibfeder’s Achieving Effective Inventory Management. This 2010 edition includes updated discussions regarding the ...
All Publications
Distribution Online Courses
Financial Management
Distributor Executive's Guide to the Art of Top-Quartile Financial Performance—Volume 3
Brent R. Grover
Distributor Manager's Guide to Departmental and Branch Financial Excellence—Volume 2
Brent R. Grover
Official Guide to Wholesaler-Distributor Financial Success—Three-Volume Set
Brent R. Grover
The Acquisitive Distributor: 4 Keys to Success When Buying a Wholesale Distribution Business
Brent R. Grover
Human Resources Management and Training
Employee Performance Improvement Tool Kit: Five Keys to Unlocking Your Employees’ Potential, Second Edition
Smart Investments: Developing Top Performers in Wholesale Distribution
Susan Levering, Ph.D.
Profit, Pricing, and Operations Improvement
More to the Bottom Line: Customer Profitability Tools for Wholesaler-Distributors
Brent R. Grover
Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan
Profit Myths in Wholesale Distribution: The Truth About Sales, Margins, Inventory, and Expenses
Albert D. Bates, DBA
Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins
Brent R. Grover
Sales Management
BRAND-NEW: Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team
Gary T. Moore
Driving Distributor Sales Beyond: Best Practices for Outselling Your Competitors
Dirk Beveridge
Marketing Plans for Growing Sales: A Guide for Wholesaler-Distributors, Second Edition
Scott Benfield
Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins
Gary T. Moore
Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results
Jim Pancero
What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
Mike Marks, Mike Emerson
Strategy Development, Execution, and Management
NEW: Value Creation Strategies for Wholesaler-Distributors
Steve Deist, Mike Marks, Mike Emerson
Value Focused Management in Wholesale Distribution: A Blueprint for Success
Gerhard Drechsler
Supply Chain Management
Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations
Jim Narus, Bob Donath
Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
Mike Marks, Tim Horan, Mike Emerson
Trends in Wholesale Distribution
NEW: Trendcast™—a customized business trends forecast report specially prepared for your company
Alan Beaulieu
OUTLOOK 2009: An Executive’s Companion to Facing the Forces of Change®
Adam J. Fein, Ph.D.
Warehouse and Inventory Management
NEWLY REVISED: Achieving Effective Inventory Management, Fifth Edition
Jon Schreibfeder
The Time, Space & Cost Guide to Better Warehouse Design, Second Edition
Maida Napolitano
