Publisher's Synopsis
So you've got a sales force that has great attributes and you know is capable of providing great service to your customers but there is always that little challenge of motivating them to call on new business. The new reps will call on anybody but they're not quite as capable at closing new business as the seasoned reps. The seasoned reps are capable but are also 'comfortable' with their existing business, and let's face it; many are still not comfortable with cold calling.
This book covers all aspects of cold-calling and how to do it successfully. It covers how to build and maintain your customer base, customer retention, handling conflict, profit margins, and account penetration. Finally, it also covers the technical side of selling food and a broadline product and service mix.
