The 2020 Mid-Year Economic Update_long

Sales Models: From Lone Wolf to Pack Hunting

This article is part of MDM's 2017 Distribution Trends Special Issue.

Distribution sales have traditionally been driven by outside salespeople who set their own course for how and where to sell in a given territory. But purchasing behaviors have changed, driven by technology and a generational shift, which means that sales models will need to change, as well, to capture and maintain business going forward.

This article includes:

  • A shift in purchasing
  • The changing sales model
  • Refocusing outside sales

 

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