Factory salesmen's roles with industrial distributors

Article Abstract:

There are five basic sales roles and tasks for factory sales persons to learn. The balance of these sales roles is shifting because of maturing products and more sophisticated distributors. A major new role of the business advisor is emerging. Manufacturers should compare the sales roles and tasks required by their distributors to the roles and capabilities of their existing sales reps. New hiring policies and specialized training may be in order for many manufacturers who plan to grow with their distributors. (Reprinted by permission of the publisher.)

Human resource management, Marketing research, Market research, Selling, Sales personnel, Salespeople

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Gearing manufacturer support programs to distributors

Article Abstract:

The article describes three ways to support distributors. It proposes a program of core supports for all distributors and three types of add-on supports that distributors could choose to fit their particular needs. (Reprinted by permission of the publisher.)

Management, Services, Distribution of goods, Distribution (Commerce)

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Manufacturer services for distributors

Article Abstract:

The authors present a categorization of manufacturers' supports for industrial distributors and six criteria for choosing which supports to offer. (Reprinted by permission of the publisher.)

MISCELLANEOUS MANUFACTURING INDUSTRIES, Manufacturing industry, Manufacturing industries, Distribution

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