 |
 |
 |
|
Transforming Your Sales Force for the 21st CenturyThoroughly
describes key initiatives to stimulate the development of a sales force
|
for $69.00 
|
The book, written for sales managers and executives in the distribution industry, provides a blue print for executives to transform their sales forces into highly directable, effective, focused performers.
The book begins with an analysis of current conditions that pressure the distributor to revise the way he/she thinks about his sales force. Kahle then paints a picture of the distributor sales force of the future. The sales force will be:
- more specialized
- more directable
- more flexible
- more professional
- more productive.
Kahle then draws on his 30 years of experience in working with sales people and distributors to articulate the ten highest potential initiatives for distribution companies. Each is described in a down-to-earth, easily understood style that makes it easy to implement.
Transforming Your Sales Force for the 21st Century
"Dave Kahle's Transforming Your Sales Force for the 21st Century lays out the game plan for building an effective sales organization. I've learned to think differently because of it. His prescriptions are compelling and easy to follow. Every serious executive who has anything to do with the sales force should study this. When it comes to the processes of selling, there is none more knowledgeable than Dave Kahle......he's the best!"
Les Young, Vice President - Corporate Services
Aerospace Products International
"Dave Kahle has come to the rescue of
anyone trying to create or improve their sales system. Transforming
Your Sales Force for the 21st Century provides a comprehensive program
for a dynamic sales function--and it is easy to read and comprehend.
Each chapter covers actionable ideas that can make an immediate impact.
Dave's principles have transformed my thinking. I enthusiastically
recommend this book to anyone responsible for the sales effectiveness
of others."
Tom
Fehsenfeld - President
Crystal Flash Energy
"Everything makes so much sense. I wish I
had this book 15 years ago. I particularly appreciated the idea of
training the salespeople to a minimum level of competency, and then
helping to stimulate them to mastery. What a great way to understand
what to do in terms of sales force training!"
Bob
Burdette - President
Nunn Electric Supply Corporation
"Many of us in the world of distribution
have sales force organizations that have evolved based on decisions
we've made in the past. Today we are left looking for answers and
solutions based on the collective changes and forces in the
distribution model over the past couple of years. In this book, Dave
really hits the nail on the head with his observations and insights
into today's distribution sales force reality. His view of the future
of distribution sales force design, based on the needs of the future
will be a radical change for many distributors. Great information, well
written, easy to understand, and provides a much needed roadmap for
success. We'll implement many of the ideas in this book."
Steve
Desautel - Vice President of Merchandising
Accu Bite Dental Supply
"Kahle takes what for many of us is a
nebulous area -- decisions about the sales force -- and makes it
extremely clear and straightforward. The book provided me with a clear
understanding of what changes I need to make to field an effective
sales force. Congratulations for taking the smoke and mirrors out of
decisions about the sales force!"
Jim
Beckstein - President
Mill Supplies Incorporated
 |
 |