Preparing Sales For The Future

Topics:
Assessment
Tags:
Business Operations,
Sourcing,
Sales Strategy,
Sales Force Management,
Sales Force,
Sales,
Purchasing & Procurement,
Pembroke Consulting Inc.,
Management,
Distributor,
...
Source:
Pembroke Consulting

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Overview: From the executive summary: ‘Distributors no longer have a lock on information needed by customers to make purchasing and sourcing decisions, since manufacturers and online sources increasingly make such information more readily available. As a result, the perceived value of the salesforce in educating customers about new products and in-use applications has been significantly eroded. Hence, distributors are being forced to respond as customers take a more active role in the pre-sale and transaction portions of the buying process.’ The paper reviews the customer self-service trend and explains the changes for the salesforce. The sales planning strategies for distributors are also discussed.

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Format: HTML | Date: May 2004 | Pages: 1

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