November 2016 - Modern Distribution Management

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November 2016

The Future of Relationship Selling: The Gorilla in the Room, part 2

The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor. Part 1 examined what’s driving the shift and why distributors should act.

Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.

This article includes:

  • The difference between market-makers and market-servers
  • Relationship disruption in distribution
  • The sales rep of the future

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

Distribution Training Ground

While distributors often lament the growing talent gap, industrial distribution programs like the one at the University of Nebraska at Kearney are preparing students for a wide range of industry jobs. This story examines how UNK connects distributors looking to hire with students looking to work.

This article includes:

  • The ideal distribution candidate
  • Students as industry ambassadors
  • Importance of distributor commitment

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • What Millennials Want
  • College Connection, Part 2: Deepening the Relationship
  • 2016 Distribution Remodel: Deepen Talent Development

‘Baptized by Hydraulic Fluid’

The University of Nebraska at Kearney Industrial Distribution program's branch simulation lab lets students handle real-world scenarios. This is a sidebar to the article Distribution Training Ground.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

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