The Changing World Of Industrial Distribution

Topics:
Direct and Indirect Sales Channels
Tags:
Distributor,
Engineering,
Sales,
Sales Force Management,
Sales Strategy
Source:
B2B International

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Overview: Using distributors as an alternative to direct selling is very far from being a soft option, though it may be inevitable. The article considers the manufacturer- distributor relationship and looks at its three commonest problems. Industrial companies, which previously managed their own direct sales forces, have to learn how to pick distributors; and they are finding out the difficulties of training and guiding distributors' selling efforts. The skills that the industrial marketer needs today are not those of motivating representatives to seek enquiries and stimulate sales but in pulling the demand through the distributor chain.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: HTML | Date: Jan 2003 | Pages: 1

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