VIDEO BUILDS INSIDE SALES SKILLS

A new video-based training course for the inside sales forces of manufacturer's representative firms is now available from the Manufacturers Representatives Educational Research Foundation. Designed either for self-study or for classroom use, the course is designed to transform inside sales and customer service personnel from passive order taker into an aggressive pro-active part of the professional field sales force.

The five segment program begins with an introduction to the changing marketplace, outlining the changes that impact internal sales and detailing the growing importance of the inside sales force in creating and supporting their firms' success. The program continues with skills development in account building, sales, and customer service. It details what the typical rep agency needs from its internal staff, and presents the basic financial facts on which independent field sales businesses typically operate. Finally, useful skills for goal setting and time management will make the inside sales position more satisfying and remunerative.

For more information, contact Susannah Hart, Manufacturers Representatives Educational Research Foundation, P.O. Box 247, Geneva, IL 60134, 630-208-1466, FAX 630-208-1475, E-mail: susannah@mrerf.org.