5 Fundamentals for the Wholesale Distribution Sales Manager |
Contents
Own Coaching and Management Skills | 7 |
Chapter 2 | 33 |
Chapter 3 | 59 |
The Basic Sales Management Toolkit | 66 |
Execution | 81 |
Chapter 4 | 101 |
Chapter 5 | 130 |
Conclusion | 155 |
About the Authors | 161 |
Common terms and phrases
achieve action plans agile communicator attitude barriers become BHAG goal boss build a high-performing candidate create critical CRM software customer profile customer relationship customer's customers and suppliers data mining develop distribution business distribution company Distribution Excellence distribution sales manager distributor sales distributor sales manager Effective coaches effective sales manager example execution Executive Summit five fundamentals focus goals he/she Henry Mintzberg high-performing team hire his/her identify important improve incentives Institute for Distribution KEY CONCEPT listen long-term look Manage Conflict management skills Marcus Buckingham ment NAW Institute person Peter Drucker poor performance potential problems programs rep's sales force sales management system sales performance sales reps sales team salespeople salesperson scorecard selling strategic supplier rep Table talent target account territory things Tim Horan tion tomers values vision statement W.W. Grainger wholesaler-distributors