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10/31/2022

031. Make it a Process…Key Elements of Sales Management

Instructor: Joe Ellers

Level of Complexity: Intermediate/Advanced
8:00 AM - 11:30 AM

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 efforts. In this workshop, Joe 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. Participants will be challenged to develop a draft sales plan, during the class setting.

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Achieving Effective Inventory Management – 6th Edition

Jon Schreibfeder

Sixth Edition CoverAchieving Effective Inventory Management, 6th Edition, based on our most recent research and up-to-date “best practices”, provides a complete guide for managing a large and often troublesome asset: inventory.

The economic challenges facing distributors today have resulted in EIM conducting a thorough review and update of the entire 5th edition. This update, coupled with discussions regarding the impact and adjustments that the current economic challenges have produced in all areas of inventory management, has produced our new 6th edition.

This book helps you achieve the goal of effective inventory management — to meet or exceed customers’ expectations of product availability with the amount of each item that will maximize your organization’s net profits or minimize its total inventory investment.

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