Customer Care & Feeding

About the Book

Customer Care & Feeding is a system of selling for business-to-business sales reps who want to grow their careers and increase their income. The CC&F system is based on the concept that if sales reps help their customers be profitable – and only work with customers that they can help be profitable – then profitability for the reps and for the reps’ companies will follow. The book is filled with examples and tips from successful sales professionals in the foodservice distribution industry, one of the most challenging selling environments. The principles of CC&F apply to face-to-face selling relationships in any industry. To support the wealth of customer-focused, solutions-selling ideas in the book, there are quizzes and discussion topics to ensure a valuable learning experience.

About the Author

CAROLINE PERKINS has built her expertise in sales and marketing during more than 25 years in the food industry and five years of teaching marketing at the graduate level. As editor-in-chief of ID, a trade magazine for the foodservice distribution industry, she interviewed and observed hundreds of distributor sales reps, many of whom have acted as advisors for this book. Caroline is co-founder of SPEAK Foodservice, a training and communications company dedicated to increasing understanding of the inner workings of the foodservice industry in order to improve supply-chain collaboration and foster successful business growth. She is active in the industry as an editor, writer, consultant and speaker. She lives and works in New York City.