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News for the wholesale distribution industry | May 17, 2007     Best Practices  More to sales than the closing Focus on creating a winning atmosphere, not just on sealing the deal, and you've forged a relationship that your customer will remember when it's time to buy again. American City Business Journals (5/14) Transform difficult questions into opportunities Sales reps should resist the urge to jump into presentation mode when asked a tough question during a pitch. Use the question as a springboard to help the customer diagnose problems and determine if your product or service is the right prescription. Inc.com (4/1)   Management  Get what you need from an interviewee Vetting job candidates may seem like a simple task, but managers who are not prepared may lose control of the interview and fail to get the information they need from the prospect. Business consultant Dr. Rick Johnson offers tips on conducting a productive interview. CEO Strategist (5/1)   Customer Relations  Get mobile, satisfy customers Using mobile technologies to take your business to your customers' doorstep is a great way to increase their satisfaction through added convenience. Entrepreneur (5/2007)   Training and Presentation  Consider airfare expense when you plan off-site meetings Airlines' fortunes are starting to turn around after a five-year slump, and domestic airfares are at their highest level since 2001. Take destination, travel time and airline choice into consideration when planning a business trip or off-site meeting. Manage Smarter (5/3)   Closing the Deal  Everyone has an individual buying style "Salespeople who sell in the same manner in which they buy are sure to have a lower number of satisfied clients," sales coach Keith Rosen says in AllBusiness.   NAW Insider  The Hertz Green Collection: Reserve and conserve Now you can reserve fuel-efficient, environmentally friendly cars that are both easy on the wallet and suitable for families and small groups traveling together. Reservable by specific make and model with an EPA highway fuel-efficiency rating of 28 miles or more per gallon. To enroll in the NAW/Hertz Business Account Program, visit NAW's Web site. Maximize your salesforce's productivity Did you know that inside and outside salesforces are 30% to 40% of the typical distributor's operating expenses? Many distributors don't know that or how to measure sales productivity and whether they are becoming more or less productive. Let Restructuring the Distribution Sales Effort for Maximum Productivity guide you through the process from the traditional fully loaded salesforce cost structure to new salesforce models that promise higher profitability.   Weekly Poll  Do you support private labeling? After voting once, check out the real-time poll results on NAW's All Access page as often as you'd like.   Yes        No        Undecided            Subscriber Tools       Print friendly format | Web version | Search past news | Archive | Privacy policy Advertise Sales Account Director:  Mark Lasser 303-284-9864 Download Media Kit   Read more at SmartBrief.com A powerful Web site for SmartBrief readers including: Breaking News Industry Home Competitor News Readers' Choice Press Releases Search Archive Get this RSS Feed Publish your Press Release       Recent NAW SmartBrief Issues: Wednesday, May 16, 2007 Monday, May 14, 2007 Friday, May 11, 2007 Wednesday, May 09, 2007 Monday, May 07, 2007     Lead Editor:  Ashley McMaster       Mailing Address: SmartBrief, Inc.®, 1100 H ST NW, Suite 1000, Washington, DC 20005     © 1999-2009 SmartBrief, Inc.® Legal Information