Bob Finley

A life-long salesperson who loves discussing the art and science of professional salesmanship, Bob Finley was president of St. Louis' Glasco Electric Co. for many years before he started writing for Electrical Wholesaling on sales basics. 

Articles by Bob Finley
Keeping Your Customer King
Despite all of the changes in technology, modes of communication and product sophistication, basic selling skills really haven't changed much in the electrical
The Other Side of the Desk
The purchasing field can help salespeople round out their packages of skills if they are interested in eventually working at senior-level management posts.
Students of the Game
In today's fast-paced business world, results are expected right away. This is especially true regarding the hiring of quality people who can quickly
THE DOs AND DONT&s OF THE DISTRIBUTOR SALES DRAMA
The sales arena is filled with drama. When a salesperson performs the sales dance well, standing ovations sometimes seem in order, but when a salesperson
CONDUCTING A SUCCESSFUL SALES MEETING
For electrical distributors, monthly sales meetings can be a valuable company tool. If your company doesn't already schedule monthly or bimonthly sales
Speaking Out
Warehouse inventory is still the No. 1 reason customers do business with a particular electrical distributor.What is the main function of an electrical
KEEPING WINNERS
Last month, Electrical Wholesaling published nine tips for keeping top salespeople motivated and happy. If management follows these suggestions, retention
HOW TO KEEP TOP SALESPEOPLE
In any marketplace, there will be a select group of salespeople who have the reputation of the being the best. Obviously, one of management's jobs is

 

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10 Trends Now Shaking the Electrical Industry Webinar

Tuesday, August 20, 2013
The North American electrical wholesaling industry is being rocked by mergers & acquisitions, advances in technology, new competition from offshore and an uncertain economy. In this 60-minute webinar, Electrical Wholesaling Chief Editor Jim Lucy will discuss the changes in the electrical market now having the most impact on electrical distributors, electrical manufacturers and independent manufacturers’ reps....More
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