|
Selected Articles/Published Books
Scott Benfield is a prolific author and
continuously updates his material.
To be sure you are up to date on the firm’s most recent
publications, we suggest you write us at bnfldgp@aol.com
or through this Web site under the “Ask us” tab and we’ll
include you on our quarterly newsletter.
We are currently working on a book on sales restructuring,
conducting research on the value of the sales effort and planning a
book on leveraging cost in the distribution firm.
Our articles regularly appear in TED Magazine, Progressive
Distributor, and the Journal of Pricing.
Below are links to publications that
have been widely read:
Go to Nawpubs.org for our books
•
Read an interview between Scott Benfield and Construction
Purchasing editor Paul Markgraff about Disruption in the
Channel.
•
White
paper: Cowboy Economics in the Durable Goods Supply Chain: The
Chisholm Trail to Destruction
• White
paper: Debunking Distribution Pricing: A White Paper on
Effective Pricing Management
•
White paper: Productivity and Profit Issues in Durable Goods Distribution
and Industrial Channels, and Channel Restructuring from the
Convergence Effects of Service Unbundling, Foreign Manufacturing and
Transaction Technology
For an article on pricing and avoiding
low-price pitfalls, go to the following Web address.
http://www.mrotoday.com/progressive/Online%20exclusives/Benfield_DistPricingLimbo.htm
Go
to the following Web address for a series on sales promotion.
http://www.tedmag.com/default.asp?pagenumber=587&content=benfield&ID=2431#pos
For
the series on manufacturer distributor relationships in a global
economy, go to the following Web address.
http://www.tedmag.com/default.asp?pagenumber=360&content=benfield&ID=1581#pos
For
a series on pricing and proprietary list price development, go to
the following Web address:
http://www.tedmag.com/default.asp?pagenumber=239&content=benfield&ID=1171#pos
For an article on consultative selling,
go to the following Web address:
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/consultative%20selling.htm
For an article on sales productivity, go
to the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/outsidesaleseffort.htm
For an article on the new models of
industrial sales, go to the following Web address:
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/newmodelsofsales.htm
For an article on developing services
and supporting them with proper organizational design, go to the
following Web address:
http://www.progressivedistributor.com/progressive/archives/distribution%20mgmt/moving.htm
For an article on transactional
distribution, go to the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/transactionaldistributor.htm
For an article on productivity, go to
the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/questforproductivity.htm
For an opinion piece on the myths of
selling, go to the following Web address:
http://www.progressivedistributor.com/progressive/online%20exclusives/sellingmyths.htm
For market research on valuation of the
sales effort, go to the following Web addresses:
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/valuingsaleseffort.htm
http://www.progressivedistributor.com/progressive/archives/sales%20mgmt/valuingsaleseffort2.htm
|