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Essentials of Profitable Inside Sales in Distribution

For many distributors, inside sales personnel are core components of their business, and more often than not, act as the customers' first point of contact. Today, inside sales professionals are taking on greater responsibility for a company's profitability and assuming many of the duties formerly performed by outside sales reps.

"Essentials of Profitable Inside Sales in Distribution" provides a real-world, in-depth understanding of the expanded role of inside sales. This book is a perfect component in your company's training program because it shows your inside sales staff exactly how they contribute to the health and well being of your company. They will learn how to make sales profitable, provide superb customer service, and develop their own expertise and image as a successful wholesale distribution professional at your company.

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

• 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.

Make sure every inside sales rep on your team reads "Essentials of Profitable Inside Sales in Distribution." When they put into immediate practice the book's tools, training, and systems, they will contribute to your company's profitability in today's competitive marketplace.

Click here to order copies of "Essentials of Profitable Inside Sales in Distribution" for everyone on your inside sales staff. SEDA members are eligible for the discounted rate of $117 per book. Multiple copy discounts apply, so you can include this workbook as part of your ongoing training program.

Save 10% when you order "Essentials of Profitable Inside Sales in Distribution" AND "Essentials of Profitable Wholesale Distribution" together.

5 Fundamentals for the Wholesale Distribution Sales Manager

This book is for sales managers and the people who hire them. What does it take to be an effective distributor sales manager? Authors Tim Horan and Steve Deist of Indian River Consulting Group boil it down to five fundamentals:

• Assess and develop your own coaching and management skills

• Recognize talent and select the right people

• Manage the sales function successfully and systematically

• Know how to build a high-performing team

• Maintain thriving relationships with customers and suppliers.

The job of the sales manager is to assist individual salespeople in achieving their maximum potential, while also improving the overall sales performance of the organization. If salespeople are productive, motivated, and aligned with the company’s objectives and strategy, the company will prosper. If they aren’t, the company will flounder.

These five fundamentals offer a practical but powerful approach for taking your sales force to the next level. 5 Fundamentals for the Wholesale Distribution Sales Manager includes essential theories, key concepts, and real-world stories taken from the front lines of wholesale distribution. Apply the practical ideas in this book as your foundation to becoming an effective, high-performing sales manager.

Click here to order your copies of the brand-new 5 Fundamentals for the Wholesale Distribution Sales Manager. AVDA members are eligible for the discounted rate of $93 per book. Multiple copy discounts apply.

© 2007 American Veterinary Distributors Association

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Important links from this article

Order Essentials of Profitable Inside Sales in Distribution

Order 5 Fundamentals for the Wholesale Distribution Sales Manager

NAW Publications

National Association of Wholesaler Distributors

Notes

AVDA members receive discounted prices on NAW publications and services by virtue of AVDA's NAW membership.