Essentials of Profitable
Inside Sales in Distribution
Published by NAW
Author: Jim Olsztynski

Member Fee: $138 per copy + S/H
Non-Member Fee: $188 per copy + S/H
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Inside sales professionals are taking on greater responsibility for their companies’ 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. It 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.

Using a spiral-bound workbook format with end-of-chapter review quizzes and a glossary of common 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

Running a successful company requires cooperative efforts from knowledgeable and motivated employees. As critical members of your team, make sure that every inside sales rep reads Essentials of Profitable Inside Sales in Distribution. 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.