Sales Procedures & Guidelines
Essential processes and procedures for sales success at Great House Publishing
Welcome to Great House Publishing Sales
This section contains the complete sales procedures and best practices for all sales team members, whether you're a sales representative, district manager, or regional manager.
Success in our sales organization depends on following these proven processes and continuously applying the principles outlined below.
Cold Calling Best Practices
- 1. Research the store and decision-maker before calling
- 2. Have a compelling opening statement ready
- 3. Ask permission to speak with the buyer or manager
- 4. Lead with value: books that sell in their market
- 5. Always ask for the next meeting or follow-up call
- 6. Log every call in the system, even rejections
Securing Initial Sales
- 1. Understand the store's target customer demographic
- 2. Recommend products that align with their sales trends
- 3. Offer competitive terms and promotional support
- 4. Start with a trial order to minimize their risk
- 5. Confirm delivery date and follow up on receipt
- 6. Check on product performance after 30 days
Relationship Building & Follow-up
- 1. Schedule regular check-in calls (weekly for key accounts)
- 2. Share sales data and performance insights
- 3. Proactively identify slow-moving inventory
- 4. Introduce new titles that match their market
- 5. Address concerns and problems immediately
- 6. Build personal relationships with key decision-makers
Driving Repeat Sales & Growth
- 1. Establish a reorder schedule based on their buying pattern
- 2. Increase order values through product bundling
- 3. Identify expansion opportunities (new genres, formats)
- 4. Offer exclusive titles and special promotions
- 5. Track account health and flag at-risk accounts early
- 6. Celebrate wins and acknowledge their loyalty
Closing Deals & Distribution Agreements
- 1. Summarize key benefits of the partnership
- 2. Clarify all terms, pricing, and payment conditions
- 3. Secure written confirmation (PO or contract)
- 4. Plan delivery and implementation logistics
- 5. Schedule account kickoff meeting
- 6. Document all details in the system immediately
Documentation & Compliance
- 1. Log every customer interaction in the system
- 2. Include details about products discussed and outcomes
- 3. Update customer information and notes promptly
- 4. Maintain accurate records of all agreements
- 5. Report sales activities within 24 hours
- 6. Never share confidential company or customer information
Key Success Metrics & Targets
Sales Representatives
- • 50+ calls per week
- • 10+ new leads per week
- • 20%+ conversion rate
- • $5,000+ weekly sales target
District Managers
- • Oversee 5-10 sales reps
- • $50,000+ territory target
- • 100+ active accounts
- • Monthly performance review
Regional Managers
- • Oversee 2-5 district managers
- • $250,000+ region target
- • Strategic account management
- • Quarterly business review