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012. Make It a Process… Key Elements of Sales Management

Instructor: Joe Ellers

Level of Complexity: Intermediate
2:10 – 3:00 p.m.

The role of sales management has changed over the past 25 years.  The primary change is a shift from customer relationship management to the need for more focused, proactive sales effort.  In this course we will address the core elements of effective sales management, including a set of specific tools that can be implemented immediately: The Sales Planning Matrix, Product/Market Focus, Target Accounts (and Prospects), Calendar Management, Opportunity Management, and Joint Calls.

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In Search of the Perfect Customer

Brent Grover

UID Book Store Covers

As wholesaler-distributors operate in today’s economy, they must protect their most profitable, high-growth potential customers and avoid squandering their precious resources. If your sales compensation plan and other policies encourage your staff to misspend their time and your resources on the wrong customers, now is the time to act. If your company is overlooking opportunities to make money and stop profit leakage, this is the book for you!

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