NAW Publishes Inside Sales Training Guide
NAW Publishes Inside Sales Training Guide
John Wolz
The NAW Institute for Distribution Excellence published Essentials of Profitable Inside Sales in Distribution.
The training book deals with the expanding roles of inside sales staffs and “shows inside sales staffs exactly how they contribute to the health and well being of their companies.” The book is designed to teach inside sales reps how to make profitable sales, provide customer service and develop their own expertise and images. The spiral-bound workbook format has end-of-chapter quizzes and a glossary of distribution terms.
Chapters include: “The roles of the modern sales rep,” “Customer service,” “Working with problem customers, ” “Factors that make sales profitable,” “How to increase 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,” and “Becoming a first-rate sales professional.”
The book is the second in a series. The first book was Essentials of Profitable Wholesale Distribution. For information: Tel: 202 872-0885 Web: naw.org/essentialssales
The National Association of Wholesaler-Distributors is a Washington, DC-based trade association. NAW members include more than 100 wholesale distribution associations and thousands of individual companies. Web: naw.org �2007 FastenerNews.com
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