Description

Take about 3 minutes to hear directly from Author Gary Moore about why you should read this book. Whether you’re an experienced sales manager who needs to brush up, or a new or less-experienced sales manager who needs exposure to what works in distribution today, this book will teach you the 9 critical sales management skills you need to successfully lead and manage your sales team.

Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team

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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 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.

Objective-Based Selling™ in Wholesale Distribution: Four Keys to Selling More at Higher Gross Margins

Click here and take less than 2 minutes to hear directly from Author Gary Moore about why you need this book.

With more than 100 open-ended questions ready to use, this book will teach your salespeople how to sell more at higher gross margins!

This book focuses on business-to-business selling in the distribution industry. As a resource in the hands of every salesperson, it

• defines the functions distribution salespeople perform for customers
• describes the environment in which distribution salespeople operate
• introduces a sales model for performing effectively in this environment
• gives specific skills, techniques, and tools to excel
• provides a memory tool as a daily reminder.