Below is a list recommended books and articles along with brief summaries and reviews. Most of the books relate to wholesale distribution or management practices that can enhance your effectiveness in wholesale distribution. In association with Amazon.com, you can easily order any of the books listed here by clicking on the book's title or image (if available).
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by Mack Hanan
A must read for anyone involved in alliance based selling, Tier 1 or Tier 2 transition, or leading a sales force from a product driven orientation toward one that is customer driven. Hanan defines options for consultative selling models, provides checklists for determining where you are in a formal or informal alliance, and throws out ideas for moving your sales activities away from personal relationship driven toward company driven.
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