WHOLESALE DISTRIBUTION BEST PRACTICES

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Essentials of Profitable Inside Sales in Distribution©

Jim Olsztynski

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Description

Make this your #1 training tool for your inside sales staff! 

If you’re like many distributors, your inside sales reps are core components of your business. In fact, very often, they are the first point of contact with your customers. In today's economy, your inside sales reps are taking on greater responsibility for your company’s profitability and are assuming many of the duties that were formerly performed by your outside sales reps. If you want your inside sales reps to provide superior service that enhances your company’s competitive position and drives profits to sustainable higher levels, then this workbook provides the essential tools to raise their performance levels.

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 every inside sales rep reads this workbook. 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.

BONUS FEATURES: Every chapter includes a comprehensive quiz, and there’s a thorough glossary of distribution terms and a detailed index in the back of this workbook.

What Readers Have to Say

"I am extremely impressed with the content of this workbook. I think it’s a valuable tool for both new and recently promoted Inside Sales associates."
— Bob Zambruski, Former Learning Manager, HD Supply - Electrical
"This workbook touches on the fundamental aspects of distribution. Although the title states 'inside sales,' I believe every person in any department can benefit from the information provided. This book is 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, Director of Customer Service, Tenaquip Limited

About the Author

Jim Olsztynski

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Jim has been covering the industry as a trade journalist since 1977. He has written hundreds of major feature articles and more than 1,000 news stories and commentaries about industry affairs.

NAW Institute LogoWhy NAW Institute Publications Are Different

NAW Institute for Distribution Excellence conducts research into strategic management issues affecting the wholesale distribution industry. Our research is conducted with best practice wholesaler-distributors, and we publish leading-edge research studies with practical application for wholesale distribution firms of all sizes and across all lines of trade.

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