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Essentials of profitable inside sales in distribution

Author: Olsztynski, Jim Corporate author:NAW Institute for Distribution Excellence ; American Supply Association Education Foundation Series: Essentials series Publisher: National Association of Wholesaler-Distributors, 2007.Language: EnglishDescription: 240 p. : Graphs/Photos ; 28 cm.Type of document: Book Bibliography/Index:
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .O57 2007
(Browse shelf)
001209331
Available 001209331
Total holds: 0

Digitized

Essentials of Profitable Inside Sales in Distribution Table of Contents · CHAPTER 1 The Expanding Role of the Inside Sales Rep............................. 1 -13 · CHAPTER 2 Customer Service is Defined by the Customer........................ 15 - 30 · CHAPTER 3 How to Handle Problem Customers......................................... 31 - 48 · CHAPTER 4 What Makes a Sale Profitable................................................. 49 - 64 · CHAPTER 5 How to Increase the Profitability of Your Sales........................65 - 79 · CHAPTER 6 Pricing Tactics......................................................................... 81 - 94 · CHAPTER 7 How to Use Perceived Value and Price Sensitivity to Increase Profits......................................................................... 95 - 111 · CHAPTER 8 Basic Selling Skills Need to be Mastered by Every DSS .... 113 - 132 · CHAPTER 9 Communication is the Key to Effective Selling .................. 133 - 157 · CHAPTER 10 Prospecting for New Customers....................................... 159 - 176 · CHAPTER 11 Time Management is Essential to Get Everything Done... 177 - 192 · CHAPTER 12 How to Become a First-rate Sales Professional .............. 193 - 220 · GLOSSARY........................................ 221 - 232 · INDEX .......................................... 233 - 240

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