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Key Category or COP Sales – Part 1 |
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By Dean W. Morley
Following up on our story about Bobby Koch, COP category manager, Progressive Group Alliance, Richmond, VA, (Click for Jan. 13 edition of ID Report ), we are publishing this related sales training article by veteran sales trainer and retired ID columnist Dean W. Morley. |
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Are Distributor Sales Reps Becoming Obsolete? |
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By Bob Oros
The foodservice industry has progressed over the past decade at an unbelievable rate. We have warehouses so automated and robotic that they have virtually eliminated all mistakes. |
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Open-minded Sales Reps Rule |
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By Bill Blades
Firstly, I don't think you could ever be so open-minded that your brain would fall out. Yet, the percentage of sales reps who strive to renew themselves not just annually, but monthly is woefully lacking. How many reps do you know that acted on at least six new skills, habits or traits in the past year? Now, you know I'm on-target when I say it's a small percentage. If not, how many do you know who bought at least six books on their profession in the past year? How many do you know who read more than 25 trade magazines monthly (ID and from an array of other industries)? |
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From Wagon Wheels to Space Travel |
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By Bill Main
This is a great time of year to reflect on our business activities – what we do, how we do it, and why we do it. |
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Make Smarter Decisions by Discovering Your Company’s Personality |
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By Jeff and Marc Slutsky
Just as every company is differentiated by what it produces, every company has different values and characteristics that determine its unique personality. |
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Beverage World
