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March 25, 2004
Preparing Sales for the Future
Customer needs shift as self-service options grow.
By Adam J. Fein, Ph.D.
Over the next few years, self-service options will radically change your salesforce and the way you do business with customers. Some customers will simply not value — and refuse to pay for — a wholesaler-distributor’s outside salesforce. Here’s an excerpt from the new Facing the Forces of Change: The Road to Opportunity that outlines sales planning strategies to counter the impact of customer self-service.
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