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12/04/2023

024. You Can Always Sell More! How to Strengthen Your Sales Team’s Selling Skills and Competitive Market Positioning (afternoon)

Instructor: Jim Pancero, CSP, CPAE

Level of Complexity: Intermediate/Advance
1:30 PM - 4:30 PM

In this interactive workshop, Jim will show you, as the leader of your team, the selling skills you most want and need within your reps in today’s post-virus, hyper-competitive selling environment. You will learn the evolution of selling explaining why so many of your senior sales reps are still stuck in outdated and ineffective selling philosophies. We will discuss the selling skills you most value in the next sales rep you hire. You will also learn the five most critical selling skills (in addition to product knowledge) your team needs to achieve long-term selling success. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a twenty-question evaluation of a sales rep’s selling skills.

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Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution

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

UID Book Store CoversSales and Marketing Optimization: Developing Competitive Value Propositions in Distribution is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation.

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