Business Services Industry
Can you change your selling habits? (sales training program at the Black & Decker Corp.)
Industrial Distribution, December, 1991 by Zurier, Steve
0 Black & Decker's distributors can thanks to a new sales training program the power tool maker provides its key partners. As an experienced sales trainer, Black & Decker's Denny Cobb understands that changing a salesperson's behavior is a difficult task. After all, many distributor salespeople have been calling on the same customers with the same techniques for the past 20 years.
But that doesn't stop Cobb and his colleagues at Black & Decker, Gary Gischel, director of development and training, and Ed Scanlon, the company's national sales manager. They aim to make the company's Distributor Selling Skills Program a first-rate series of seminars that over time, changes the way salespeople approach their jobs. Notes Cobb, "Product training is...
Most Recent Business Articles
- Multiple criteria evaluation and optimization of transportation systems
- Multi-criteria analysis procedure for sustainable mobility evaluation in urban areas
- A two-leveled multi-objective symbiotic evolutionary algorithm for the hub and spoke location problem
- Multi-criteria analysis for evaluating the impacts of intelligent speed adaptation
- The development of Taiwan arterial traffic-adaptive signal control system and its field test: a Taiwan experience
Most Recent Business Publications
Most Popular Business Articles
- 7 tips for effective listening: productive listening does not occur naturally. It requires hard work and practice - Back To Basics - effective listening is a crucial skill for internal auditors
- FAS 109: a primer for non-accountants - Financial Accounting Standards Board's "Statement 109: Accounting for Income Taxes"
- LIFO vs. FIFO: a return to the basics
- Design a commission plan that drives sales - Sales Commissions
- Too Young to Rent a Car? - 25-years-old the minimum age for car renting - Brief Article
