It Pays to Serve the Financial Market
Offering customers single-source shopping convenience prevents the distributor marketing just one or two products from being shut down. Still, as Karna Herrmann, a sales representative for Northstar, pointed out, "Distributors must have in mind what they are targeting a prospect for; they just can't go in with a scatter-shot approach to selling products. Distributors must assess the end-users needs during the sales call, and at the same time, develop some chemistry with the customer," she said. "It's not a question of going in with the lowest price, but building a relationship based on improving work flow. Highly professional distributors will try to work with customers to rebuild a form currently in use to try to reduce costs or increase efficiencies in a particular area."
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