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The opportunity is there, McBride said, for distributors to enhance their position--and profits--by presenting more value-added products. It can help them stand out from salespeople that take the 'me too' approach to landing orders.
"Distributors have to be able to provide creative solutions to problems and uncover opportunities that the customer may not be aware of," McBride said. "They have to be the type of salesperson that can get in and take a close look at how a customer is doing business, then offer creative ways that will help the customer conduct their business in a more efficient manner and ultimately save them money.
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