Industrial Distribution - October 01, 2003
Cover Story
Selling strategies: expand or Contract
Most sales organizations periodically examine their product mix, stocking quantities and core expertise, with an eye toward making choices for the future. Will a new product or service increase profits or add an unwarranted burden to the staff? Will dropping a product or service help the company concentrate on more important lines? Reasons to bring in a product line abound: a distributor loses ...
The Art of Flexibility
Home on the Range
True to its Roots
Most sales organizations periodically examine their product mix, stocking quantities and core expertise, with an eye toward making choices for the future. Will a new product or service increase profits or add an unwarranted burden to the staff? Will dropping a product or service help the company concentrate on more important lines? Reasons to bring in a product line abound: a distributor loses ...
The Art of Flexibility
Home on the Range
True to its Roots
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