ECPA

Sales: Track 6

Track Manager:

Ryan Dunham, Senior VP, Cook Communications Ministries

Sessions:

A	Alphabet Soup (CPFR, EDI, VMI, RFID, ONIX): Utilizing Technology in the Buying Selling Relationship with Key Resellers Jason Green, President, Mardel Stores Selling and buying today have moved beyond a transactional relationship to an enterprising relationship. In an enterprising relationship, the use of data to reduce costs, increase sales and increase cash for suppliers and resellers benefit is no longer a luxury. Learn how this process has changed, what tools, technology and software programs are able to do that allow retailers and suppliers to collaborate on these important metrics and drive revenue and profits for both parties.
B	The World is Flat: Open and Develop New Markets Utilizing Technology and Digital Content Jennifer Dibble, International Sales Director, Zondervan Ever since Apache, sales opportunities, once held hostage to the time it took to get from point A to point B, have expanded the international markets. With the amount of Christians in the world greater outside the US than in, learn how to open and develop new markets for your products using today's technology and digital content to increase your audience and sales.
C	Managing a Sales Force That is Not Your Own: Working with Third Party Rep Groups Jay Echternach, former Vice President and Sr. Director of Sales, Multnomah With today's changing business environments and consolidation taking place not only at the retail level but also at the supplier levels, yesterday's sales models for return on investment have changed. In this session, learn how suppliers using third party rep groups, can build relationships with resellers, lead and develop a sales team and maximize ROI with a sales force that is not necessarily your own.
D	How Technology Has Changed the Role for the Sales Manager Gary Davidson, Sr. Vice President of CBA Sales, Thomas Nelson Scott Harvey, Vice President of Field and Phone Sales, CBA, Thomas Nelson From CRM solutions, to inventory forecasting, territory mapping etc; there are many systems and tools that leverage technology to make sales more information rich than ever before. Learn how to utilize technology to build, maintain and calibrate your organization to achieve optimum performance in today's world of sales force automation.