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Tag Archives: sales

The Sales-To-Payroll Delta

Rather than payroll being a percentage of overall sales, companies should employ a sales-to-payroll delta. By Albert D. Bates, Ph.D.

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Proactive Sales Management

Many material handling sales managers are running the risk of turning their job into a reactive one where they spend their time responding to things when they should be out there making things happen. By Joseph Ellers.

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Goal Setting And Material Handling Salespeople

One thing every material handling sales manager should spend significant time doing is setting goals with their material handling sales staff. Goals give salespeople something tangible to work for. By Landy Chase.

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Marketing — More Or Less?

Marketing should not be put on hold during a down economy. There are twelve items a distributor should focus on when marketing in a slow economy. By Gary T. Moore.

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