Sales Management Overview
Managing the sales function is a critical skill for the success of
distributors and manufacturers in the power transmission/motion control
(PT/MC) industry. Sales management entails:
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Defining desired corporate results.
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Working with business partners to ensure goals of both
organizations complement one another.
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Determining the specific activities required to achieve company and
partner objectives.
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Implementing a compensation plan that motivates salespeople to
achieve corporate objectives.
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Providing needed training and coaching to enable salespeople to
meet their goals.
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Establishing appropriate monitoring systems to ensure activities
are taking place.
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Measuring results.
PTDA solutions to maximize sales management effectiveness
include:
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NEW! Customized Solutions Selling Tool
Kit, a complete resource for uncovering customer needs
and documenting your company's value to the
customer beyond price. MORE
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PTDA Value Calculators, Excel-based
tools designed to help sales professionals evaluate and implement
effective value selling. MORE
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Sales Manager's Handbook, written specifically for
distribution sales managers. MORE
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Communicating Value-Added, the distributor’s
tool kit for preparing customer presentations available to PTDA members
by free download. MORE
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Guide to Win-Win Sales Meetings, a free-to-members
planning tool for conducting effective manufacturer sales meetings for
distributor sales teams. MORE 
Sales
Training Solutions
Product
Training Solutions
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