Sales Synopsis: Methods of Communication in Sales
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Amazon: Friend or Foe?
By Jack Keough While most distributors are watching with a wary eye the entrance of AmazonSupply.com into the industrial marketplace, one industry expert says distributors can actually benefit from the…
The Value-Added Distributor Series: 5 Ways Sales Reps are L [...]
By Bridget McCrea 5 Ways Sales Reps are Like Soldiers In Six Common Sales Myths: #1 “A Sales Person’s Job is Just to Sell”, Jerry Vieira of The QMP Group,…
The Value-Added Distributor Series: Creating the Optimal Upsell
By Bridget McCrea Joe Martin sees real value in the additional services and products that his electrical distributors offer outside of their typical product lineups. As vice president at KenMor…
How Distributors Can Give New Product Launches a Boost
By Bridget McCrea You could say Warren Cohen knows a thing or two about how to bring new products to market. You could also say that Cohen’s mind kicked into…
Contractor’s Corner: Packaging and My Anniversary
By Stan Walerczyk My previous column on lighting rep agencies has been the most controversial, with the most feedback. The feedback included one distributor who said I was too tough…
Top 20 Stories of 2013: #19 Reports: Copper Delivery Prices Soar
Every weekday in December, tED magazine is counting down the Top 20 Stories of 2013. Below, the #19 story of 2013, originally posted on May 31, 2013. At a time…