STREAMLINING AND IMPROVING DISTRIBUTION SALES

A new book explains how wholesaler-distributors can maximize their sales and profits. Maximum Sales Velocity: How to Build a World-Class Sales Organization will be released in October by the National Association of Wholesaler-Distributors' Distribution Research & Education Foundation.

Written by David Woodrow of Arthur Andersen, Maximum Sales Velocity offers a diagnostic that tells readers areas of sales activity on which they should focus in order to make the most dramatic improvements.

The comprehensive book's chapters cover "best practices" in all parts of the sales process, including sales planning and strategy, managing the sales force and the sales process, automating the sales force, and understanding customers and the markets they represent.

For more information, contact Rick Ludwick, NAW Publications, 1725 K St., NW, Dept. T, Washington, DC 20006, 202-872-0885, FAX 734-468-4126, E-mail: pubs@nawd.org.