November 25 2016
The Future of Relationship Selling
46
22
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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
Yesterdays right thing may no longer be a good thing' for distributors.
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:
- Listen to Customers or Lose Them
- A Growing Competitive Threat
- Drones, Disruption, Distribution
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
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.
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
Yesterdays right thing may no longer be a good thing' for distributors.
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:
- Listen to Customers or Lose Them
- A Growing Competitive Threat
- Drones, Disruption, Distribution
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
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.
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