As our lead article outlines, many distributors are trying to evolve a traditional sales model -where the outside salesperson
owns the customer relationship -into a more flexible one. It's a tough transition that engages the entire company, not just
the sales rep.
The payoff goes far beyond particular customers. It really shifts the way in which distributors position themselves with customers and suppliers.
Not only do these customer relationships become much more productive and cost-efficient, it is much easier for distributors to tailor services to specific customer needs across the organization. That in turn defines for the customer the real difference in the value your company offers versus alternatives.
Distribution management gains much better ...
The payoff goes far beyond particular customers. It really shifts the way in which distributors position themselves with customers and suppliers.
Not only do these customer relationships become much more productive and cost-efficient, it is much easier for distributors to tailor services to specific customer needs across the organization. That in turn defines for the customer the real difference in the value your company offers versus alternatives.
Distribution management gains much better ...
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As our lead article outlines, many distributors are trying to evolve a traditional sales model -where the outside salesperson
owns the customer relationship -into a more flexible one. It's a tough transition that engages the entire company, not just
the sales rep.
The payoff goes far beyond particular customers. It really shifts the way in which distributors position themselves with customers and suppliers.
Not only do these customer relationships become much more productive and cost-efficient, it is much easier for distributors to tailor services to specific customer needs across the organization. That in turn defines for the customer the real difference in the value your company offers versus alternatives.
Distribution management gains much better ...
The payoff goes far beyond particular customers. It really shifts the way in which distributors position themselves with customers and suppliers.
Not only do these customer relationships become much more productive and cost-efficient, it is much easier for distributors to tailor services to specific customer needs across the organization. That in turn defines for the customer the real difference in the value your company offers versus alternatives.
Distribution management gains much better ...
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