 | News for the wholesale distribution industry | July 19, 2007 |
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| Best Practices |  |  |
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- Read clients' moods, behaviors to avoid conflict
In dealing with difficult or rude customers, a three-step approach can help salespeople to avoid overreacting. The approach involves taking into consideration human nature and that everyone has good and bad days; figuring out how to read people and body language; and adjusting your approach according to the particular client and that person's mood. Selling Power (free registration)
(7/11)
- Do unto others ...
You never know whom you might need in order to seal a deal in the business world, so take caution when working with others: Mind your manners and don't burn bridges. "People have a natural tendency to reciprocate," says speaker and business writer Marc Diener. "Be fair, and most people will be fair to you." Entrepreneur
(7/2007)
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| Customer Relations | | |
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- Customer service: The "glue" that holds a business together
Customer service "can be the glue that binds the organization together," says customer management expert David Rance. He urges companies to give the customer service department a seat at the table and allow customer service reps to give feedback on product issues and planning decisions. CustomerThink
(7/16)
| Training and Presentation | | |
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- Train current employees for new positions
Consider employees within your team or company to fill positions, and spend the time and money to properly train them -- a model followed by Fortune 500 companies, says business consultant Joan Adams. "Remember, these folks only spend money on things from which they see a measurable return. Training clearly is giving them a bang for their buck," Adams says. Supply House Times magazine
(7/2007)
| Closing the Deal | | |
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Be prepared to take charge after lazy days of summer
"...[B]eing ready for the holiday season is important -- anyone can understand that," says CGSM President Mark Kolier in a SmartBiz column. "But being ready to hit the ground running when everyone is back from vacation after Labor Day requires advanced planning."
| NAW Insider | | |
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Branch managers: Master the 5 fundamentals
What does it take to become a "superstar" manager of a wholesale distribution branch? 5 Fundamentals for the Wholesale Distribution Branch Manager, a book from NAW, advises current and aspiring branch managers on how to succeed and excel through the mastery of five fundamental skills.
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Learn, apply the essentials of profitable inside sales
This NAW Institute book provides a real-world, in-depth understanding of the expanded role of inside sales. Inside sales personnel are responsible for generating sales and making sure those sales are profitable. This book shows inside sales reps how they contribute to your company's health and well-being. Make it an essential component in your company's training program. Order today!
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| | Recent NAW SmartBrief Issues:
- Wednesday, July 18, 2007
- Monday, July 16, 2007
- Friday, July 13, 2007
- Wednesday, July 11, 2007
- Monday, July 09, 2007
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