 | News for the wholesale distribution industry | March 1, 2007 |
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| Best Practices |  |  |
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- Salespeople must understand customers' plight
Salespeople should have a conversation with customers about their particular needs and problems before jumping into a presentation that might be ultimately irrelevant. Helping prospects diagnose their needs builds credibility and increases the likelihood of making a sale. Inc.com
(2/1)
- Encourage teamwork among individual sales reps
Selling, by its nature, is an individualistic job. Sales reps are always competing with one other to get better territories, make more sales and meet higher quotas. Companies can encourage teamwork by referring to the sales team as a family, setting up mentoring programs and having the boss be a part of the team. American City Business Journals
(2/26)
| Management | | |
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- Management style should promote harmony
A primary role of a manager should be to oversee interactions between departments. Good management is key to business success, despite the competitiveness that sometimes occurs between departments. Entrepreneur
(3/2007)
| Customer Relations | | |
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- Open communication builds customer loyalty
In today's world of computers and automated answering services, a sure-fire way to build customer confidence is to offer your customers the chance to hold a conversation with a real employee when they are in need and then deliver on that promise. Fast Company/FC Now
(2/22)
| Training and Presentation | | |
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| Closing the Deal | | |
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Co-workers affect job satisfaction
"If you want to enjoy your work, surround yourself with people who are enjoyable," says Penelope Trunk in her blog, "Climb," for The Boston Globe.
| NAW Insider | | |
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NAW's Large Company Human Resources Networking Conference
NAW's Large Company HR Networking Conference, May 16 to 17, in Chicago, convenes top-level HR executives from wholesale distribution companies with sales of $100 million and above to network and benchmark. Agenda topics are based on responses from the HR community and address specific needs of the group, including ROI of HR, succession planning, recruitment and retention. Get details and register here.
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NAW and The Hartford
NAW has partnered with The Hartford to offer insurance expertise and comprehensive coverage tailored to the specific needs of wholesaler-distributors. The Hartford also offers expedited claims handling services and a countrywide network of loss control and risk management experts to help wholesaler-distributors protect their businesses and minimize loss costs. More information available here.
| Weekly Poll | | |
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Did you begin in the corporate world before moving into small business?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
 | Yes |
| I have been in small business since the beginning. |
| I started in the corporate world and never left. |
| I got my start at a small business and moved into corporate. |
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