F. Barry Lawrence, Ph.D.
To add multiple items (soft cover, e-book, map, etc.) from a publication page to your cart: Make your first selection and select “Add to Cart.” Once in your cart, click on that item’s title to return to that page to add another item.
Prices charged are subject to membership verification. Return Policy: An NAW publication in salable condition may be returned within 15 days of receipt for a full refund. E-books and digital downloads are not returnable or refundable.
Optimize Sales and Marketing
Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation. This study speaks to the critical business issues all wholesaler-distributors face in leading and growing their organizations. As the economy continues to struggle, there is no more important time than right now for distribution management teams to read this book!
Sales and Marketing Optimization is jam-packed with
• 30 best practices from actual wholesaler-distributors
• 60 action steps that your firm can implement immediately
• 122 examples from wholesaler-distributors across many lines of trade!
What makes this book so different from classic sales books that focus on “personal selling” tactics is that it examines sales and marketing for distributors from a much broader perspective in terms of sales and marketing strategy, processes, and more importantly, their connection to shareholder value and customer service. Included with this book is a separate, over-sized Sales and Marketing Framework wall map to help you follow how sales and marketing business processes and financial drivers are linked to enhance shareholder value.
With today’s new economic environment representing more volatility and uncertainty, supplier and customer relationships have become more complex. Every wholesaler-distributor’s value proposition must adapt to the new economy by understanding sales and marketing functions at a deeper level. Putting a narrow focus on selling as “putting more feet on the street” and marketing as “designing new brochures” can no longer be the norm. The new horizon demands a more cohesive approach to sales and marketing, from strategy and processes to its impact on shareholder value. Educating your staff about these sales and marketing best practices will provide them with tools, knowledge, and motivation to establish and sustain this important business process for continually improving your shareholder value.
This book is a collaboration of the NAW Institute and Texas A&M, two leaders in wholesale distribution education and training.
What Readers Have to Say
“I am blown away by the scope of this Sales and Marketing Optimization book and the depth of knowledge and real-world experience it contains. I only wish I had a reference like this at the beginning of my career. Fortunately, I have it now and it’s not too late to do something with it! This book is very actionable with constant emphasis on measurable results at the shareholder and stakeholder levels. This is simply the best sales and marketing book for distributors that I have ever read!”
Byron Potter, Vice Chairman and CEO, Dallas Wholesale Builders Supply, Inc.
“The framework in the Sales and Marketing Optimization book has delivered a highly detailed roadmap in which our company can design, build, and execute against our future company vision. Nowhere have I seen such a concise approach to mapping out so many best practices and processes around what is becoming one of the most important activities in wholesale distribution…sales and marketing.”
Martin Naeger, Senior Manager–Business Planning and Development, L&W Supply
“Today’s competitive environment requires that management make better data-driven decisions. Sales and Marketing Optimization will map for you the process to make better, informed decisions. We can no longer afford to treat the sales process as an art; it requires a structured approach and this publication will provide you with the tools to accomplish that in your organization.”
Joseph Nettemeyer, President and CEO, Valin Corporation
Read the extended description and access free information downloads