Selling via an indirect sales channel
08 July 2010
Managing a sales organization is an art. The more complex the product you sell, the more complex the sales process. Sales staff is expected to analyze customer needs and to offer them the appropriate version of the product. Selling complex products via an indirect sales channel is even more difficult.
Patience
Sales staff is not employed by the manufacturer and ensuring that third parties have the appropriate knowledge of a product is a tough job. Transferring product knowledge to dealers via traditional methods is no longer sufficient in most markets. Customers don’t like to be kept waiting.
Breakthrough
If you want to sell your client-specific product effectively through a dealer, it is necessary to
realize a breakthrough in transferring product knowledge to dealers. How? I will tell you next week!
I’m curious about your experiences. Don’t hesitate to share your experiences and post a reaction!
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
Comments
No entries
