MDM-Podcasts-launch
Need Help? (888) 742-5060

In The News:

Tip: Be Strategic About Selling, Not Tactical

May 28, 2014

As a distributor salesperson, keeping your customer's shelf full is no longer enough. Today's salesperson must help their customers increase market share, introduce new products and manage resources more efficiently. If your customer isn't growing his business, there's little opportunity for you to expand, according to John Monoky in Be a Strategic Seller.

Tactical salespeople sell products that wind up being neatly tucked away on the shelf; strategic salespeople sell products and services that have a direct impact on a customer's bottom line. The strategic seller understands the total nature of an account's business and uses this knowledge to help a customer grow his business as well.

To become a strategic seller, conduct an audit of your territory. Identify the growth segments in your territory, who the primary competitors are, what the market potential is and what each competitor's market share is.

The results are classic win-win: the customer grows business, and in turn the distributor does, as well.

© 2019 Gale Media, Inc.

Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit www.mdm.com/reprints. MDM welcomes inbound links from your site. Please cite Modern Distribution Management.

2018-top-distributors-listThe 2018 Top Distributors List

This free PDF includes lists of top distribution companies across 14 sectors.

You will also receive MDM Update, our daily distribution e-newsletter & other distribution-focused content.

Download the Free PDF now >>


MDM-UpdateMDM Update: Daily Newsletter 

Sign up to read the best source for news & trends in wholesale distribution, MDM Update. Delivered daily to your inbox. 

Sign-up for MDM Update >>

Post a comment to this article

Partner Center