The 2020 Mid-Year Economic Update_long

November 25 2016

The Future of Relationship Selling

Volume:

46

Issue:

22

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Features
sales-gorilla-icon

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

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

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

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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:

  • MDM Pricing Trends Report: Third Quarter 2016
  • Listen to Customers or Lose Them
  • Market Snapshot: Abrasives Market Demand in the United States
4622Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • The Future of Relationship Selling: The Gorilla in the Room, part 2
  • Commentary: How to Fight the Noise
  • Distribution Training Ground
  • Baptized by Hydraulic Fluid
  • Monthly Wholesale Trade Data: September 2016
  • MDM Industrial Inflation Index: October 2016
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

PDF Download
sales-gorilla-icon

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

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

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

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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:

  • MDM Pricing Trends Report: Third Quarter 2016
  • Listen to Customers or Lose Them
  • Market Snapshot: Abrasives Market Demand in the United States
4622Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • The Future of Relationship Selling: The Gorilla in the Room, part 2
  • Commentary: How to Fight the Noise
  • Distribution Training Ground
  • Baptized by Hydraulic Fluid
  • Monthly Wholesale Trade Data: September 2016
  • MDM Industrial Inflation Index: October 2016
  • News Digest

Are you a subscriber? Simply log-in to view this issue.