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ARPM conducts sales management study.

Sales revenues for rubber manufacturing companies have trended upward over the last 18 months, with most experiencing solid sales growth, according to Troy Nix, executive director of the Association for Rubber Products Manufacturers (ARPM). However, Nix cautioned that survey results indicate that the reasons for growth should be primarily attributed to the rebound effect from the deep recession that started in 2008, rather than from the "implementation of well thought out sales strategies."

Nearly 120 rubber industry sales managers and related personnel participated in the ARPM's 2013 Sales Management Study, which contains sales employee staffing tables, a view of commission rates for both internal and external sales professionals, and the methods of compensation for sales managers on internal payroll.

According to Nix, the study reveals that "discipline is lacking in the sales process, more specifically in the tracking and pursuit of customer prospects. A sales management process that is deficient in the pursuit and tracking of potential customers violates the basics of selling. Continuous planning for weak demand in the marketplace can greatly distinguish growth focused companies from the rest of the pack."

As a unique service organization in the rubber products field, the ARPM's primary mission is focusing on creating practical business benchmarks to help senior executives make better, more informed decisions. Contact the ARPM ( to obtain your copy of the 2013 Sales Management Study.
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Title Annotation:From the Editor
Author:Rohrer, Jill
Publication:Rubber World
Date:Feb 1, 2013
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