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Selling in Manufacturing and Logistics
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The supply chain is not a new concept for economists. The idea of the supply chain is a basic one that has permeated economic systems since the earliest days of trade and commerce. It is simply a term referring to the collection of businesses or individuals responsible for transforming raw materials into products and then getting those products into the hands of consumers.
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Logistics is a part of the supply chain management that strategies, executes, and manages the storage and flow of products and goods between two points. The first point is the origin of the goods or the place of storage/production and the end point is the place where the products or goods are going to be consumed according to the demands of the customers in that specific area.
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You may already know this, but in case you didn't, here are some facts about why freight brokerage business is growing and why it is so lucrative to get in to: since 2012, freight brokerage industry has been seeing a steady 6-12% growth every year; the ongoing economic recovery is bringing an increase in demand for trucking service; and more!
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In the field of commerce, the term supply chain management (SCM) is referred to as the effective management of the flow of products as well as services from the manufacturing units to the end customers. The definition and importance of effective supply chain management needs to be understood by the organizations of the world to ensure seamless operations and satisfaction of the end customer at the same time.
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To keep his job, struggling salesperson Alan Atleaster must master the Eight Rules of the Contrarian Salesperson - the essential elements of non-traditional selling. Based on the field-tested principles of the Sandler Selling System, The Contrarian Salesperson gives sales professionals a compulsively listenable primer on the eight essential elements of non-traditional selling.
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What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.
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Here's a mystery. We have a common language and a common process for every single department in the organization...except sales. Everyone in accounting talks the same language. In marketing, there's a very analytical process by which team members agree to measure the results. Yet sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact on most sales teams, salespeople tend to resist any attempt to establish a consistent process...and managers tend to let them! Why?
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Sell or Be Sold: How to Get Your Way in Business and in Life
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- Unabridged
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Overall4.5 out of 5 stars 11,414
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Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind. In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue.
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5 out of 5 stars
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Great Sales Book
- By Darrin on 02-02-17
Publisher's Summary
Two "blue-collar bulldogs" with a combined half-century of experience share a proven 12-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics.
Everyone is selling, all the time - but not everyone sells well, and not everyone realizes that selling is what's happening. This is true to some degree in all aspects of business, but it is particularly true for businesses involved in the manufacturing, distribution, and delivery of products.
There are so many different departments that must come together in collaboration to ensure the successful delivery of a product - and consequently a satisfied customer - that everyone along the chain should, ideally, be selling all the time, to everyone, in every department. That's a major task! This book tells managers and salespeople what works when it comes to connecting all the dots...and, just as important, what doesn't work. The system it outlines works for sellers in any company that manufactures, distributes, or delivers products to end users.
Selling in Manufacturing and Logistics outlines a proven 12-point system for sales success within these mature vertical sectors of the economy. Jones and Guest's 12 key strategies for sales professionals in this dynamic field, all based on the Sandler Selling System, are as follows:
- Understand the players
- Get in front of the right prospects
- Set the plan
- Leverage both digital and voice to voice prospecting
- Take control of the selling day
- Set expectations
- Known when to bid...and when not to bid
- De-commoditize your offering
- Follow up strategically
- Think beyond the "close"
- Grow "accounts" into "relationships"
- Make accountability a way of life
These 12 "blue-collar bulldog" strategies will help you identify the best ways to move the sales process forward, step away from "opportunities" that won't turn into anything, and get today's technology to work for you, rather than you working hard for the technology. If you follow this program, you will have additional time, and more focused time, to spend in front of the right prospects...you will get decisions sooner...and you will close more sales.
The book features a special appendix on effective strategies for the hiring and retention of drivers-a perennial "hot button" issue for leaders in these companies.
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Reviews - Please select the tabs below to change the source of reviews.
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Overall4 out of 5 stars
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Performance3 out of 5 stars
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Story2 out of 5 stars
- Anonymous User
- 11-30-18
Great for manufacturers
the book contains a lot of good tips for people wanting to learn/ get into manufacturing domain.
1 of 1 people found this review helpful
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Paul C
- 09-07-19
best I've read
this was by far the best management book I have read of all the business books have gone through. I've probably listen to the 20 different business, management, and sales books, and this one is applicable to so much more than just sales or management. awesome book. couldn't recommend enough. and narrator did a wonderful job.