Industrial Distribution - February 01, 2003
Cover Story
Who do you trust?
Industrial representatives are increasingly the front-line party in sales transactions, spending more time solving end-users' problems in their plants than ever before. They are charged with getting technical information and new-product profiles into the right hands. In many cases, the rep is the sole supplier contact in the field because manufacturers hire them in place of a field sales force,...
10 Ways to motivate your sales team
The distributor customer contract
Unaltered success
Industrial representatives are increasingly the front-line party in sales transactions, spending more time solving end-users' problems in their plants than ever before. They are charged with getting technical information and new-product profiles into the right hands. In many cases, the rep is the sole supplier contact in the field because manufacturers hire them in place of a field sales force,...
10 Ways to motivate your sales team
The distributor customer contract
Unaltered success
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