Editorial
Margrin and bare it

Distribution management
Show off your stuff
Today’s consumer demands more attention to their personal needs in a retail environment whether it be personal service, added value or a comfortable setting in which to shop...

E-business
Outgrowing home grown
This building materials distributor transitioned to a new ERP system after outgrowing its in-house solution...

Take it up a notch
Web site strategies to take your business to the next level...

The perception factor
The case of the customer cash out
This month, Frank and Malcolm discuss one of the worst (but not uncommon) situations in a salesperson’s life...

Product sales training
Safe storage
Job site boxes, trailers and truck boxes can prevent would-be thieves from snatching tools from your customers...

Sales management
Avoid employee Internet misuse
More companies are conducting full-scale computer audits and enforcing a zero-tolerance rule when employees are found abusing their Internet privileges at work...

Selling skills
Telesales prospecting: A human-driven CRM
Yesterday, I Googled the phrase “Customer Relationship.” The search returned 99 million responses...

Online exclusives listed in this issue
Conquering technophobia
What to do when your star salespeople won’t use technology...

Uncovering the hidden costs of billing
As a business, you are always looking for costs to cut in order to increase your profit. Your survival depends on it...

Help them help you: Setting expectations with a manufacturer
If you want a rep to work for you, set your expectations down on paper...