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How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This series of articles, focusing on the changing role of distribution sales reps, examine what’s driving the shift, why distributors should act and the future of field sales, including its role, function and purpose for the successful distributor.
Articles included in this special report:
- Why Field Sales Must Evolve
- The Future of Relationship Selling
- Amazon Effect Takes Aim at Relationship Equity
Click on the link below to download this special report in PDF format.
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