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01/11/2021

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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Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

UID Book Store CoversThere are 47 best practices in Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line and all were developed from actual experiences of 84 real wholesale distribution firms across our industry. This groundbreaking research study is not academic modeling or theory; it is a powerful weapon for you to use to enhance your shareholder value.

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