 | News for the wholesale distribution industry | August 2, 2007 |
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| Best Practices |  |  |
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- SmartAds technology tailors marketing efforts
Marketers need to deliver tailored advertisements to targeted audiences to boost their chances of success. The new Yahoo! SmartAds product allows marketers and sales reps to create hundreds of unique ad combinations targeted to specific audiences. Manage Smarter
(7/26)
| Management | | |
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- Separate money losers from those with a nose for profit
If you need to hand over your company's reins, you want to find a manager who will live up to your standards and maintain the profitability and success you've garnered. However, research suggests that 80% of people, regardless of their education, background or experience, will lose money when placed in a position of overseeing profit generation. Some tips for weeding out such candidates include investigating their initiative and value-adding capabilities; asking others who are familiar with them about the prospects' spending habits; and being cautious in accepting the ideas of grand thinkers, who have imaginative, but costly, ideas. Inc.com
(7/1)
| Customer Relations | | |
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- Ask the right questions, build valuable rapport
Building a relationship, or friendly rapport, with potential customers involves asking pertinent opening questions. Often buyers will respond to questions by explaining why they are seeking a solution. "Now you have the opportunity to drill deeper, discovering your prospect's actual needs," sales columnist Ray Silverstein writes. Entrepreneur
(7/2007)
| Training and Presentation | | |
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- Secrets to a successful online presentation
Improve your online presentations by enlisting the aid of a tech staffer so that you aren't trying to talk and operate your visual aids at the same time; cleaning up a cluttered computer desktop, so you look more organized and polished when it's blown up on a big screen; and finding ways to engage the audience to improve their retention of the information your demonstration is designed to impart. Selling Power (free registration)
(7/23)
| Closing the Deal | | |
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Benefits of good CRM
"...[A]s small business becomes ever more competitive, it is no longer good enough just to intend to provide top customer service," says John McCrone in CRM Daily.com. "You have to be organized so that you cannot help but deliver."
| NAW Insider | | |
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Brand-new 5 Fundamentals for the Wholesale Distribution Sales Manager
This book from the NAW Institute for Distribution Excellence offers a practical but powerful approach for taking your sales force to the next level. It includes essential theories, key concepts and real-world stories taken from the front lines of wholesale distribution. Use this book as a foundation to help you become an effective, high-performing sales manager. Order your copies today!
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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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Does your sales team use a lead qualification and scoring system?
After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.
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| | Recent NAW SmartBrief Issues:
- Wednesday, August 01, 2007
- Monday, July 30, 2007
- Friday, July 27, 2007
- Wednesday, July 25, 2007
- Monday, July 23, 2007
| | | Lead Editor: Ashley McMaster
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