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Distribution Is up to Speed: Are You Benefitting?

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Barbara Jorgensen
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Speeding up as well...
Barbara Jorgensen   10/11/2012 8:47:40 AM

I think one of the most significant chnages in the role of the distribution salesperson is moving from a supplier-focused solution to a customer-focused solution. Although a single supplier could often provide everything a customer needed for a product, suppliers have become more focused and therefore, a wider array of  products is needed to assist the customer. Now, distributors go to market with a solution that may include their key suppliers, but not just that supplier. This also mean salespeople have to have a deeper training in technology. All in all, it's a good situation for the customer.

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