Below is part of White Paper#2. If you are interested
in receiving the entire paper, Please contact: NAGASA - (202) 328-8441 or
email information@nagasa.org
Better Selling in the Distribution Channel
by David M. Fellman,
David Fellman & Associates
Turning Pro
In my recent conversations with graphic arts dealers about the state
of the industry's sales force, the two words I've been most often hearing
are professional and pro-active. Unfortunately, it hasn't
been people saying "We have a highly professional and pro-active sales
force right now in our industry." What I've been hearing is "We
have to get more professional, and develop pro-active salespeople, otherwise
we're headed for serious trouble.".....
BOTTOM LINE. By gaining applications knowledge and getting better
organized, this induatry's salespeople can move up to a higher degree of
professionalism. And by holding each salesperson accountable for his or
her performance, the industry's owners and sales managers will do their
part toward creating exactly the kind of Pro-active, professional salesforce
they've expressed a disire for. it won't happen overnight, but it will happen
if the standards are set high enough, and if salespeople and managers alike
work hard to make it so.
