org.dmia&14329&mfrsurv&6.0.0&&&mfrsurv&&&dmcgarry@dmia.org, nbrady@dmia.org&N.Y.N.N




0.1.o.o.o.N.0&mfrsurv.001&mfrsurv.002&mfrsurv.003&mfrsurv.004&mfrsurv.005&mfrsurv.006&mfrsurv.007&mfrsurv.008
&FALSE::.0:1:1:0&FALSE::.0:1:1:0&?0=0?1=0?2=0?3=0?4=0::.0:1:1:0&FALSE::.0:1:1:0&FALSE::.0:1:1:0&FALSE::.0:1:1:0&FALSE::.0:1:1:0&::.0:1:1:0
&TRUE::&TRUE::&?0?xxx?xxx?3?xxx::&FALSE::&FALSE::&FALSE::&TRUE::&Getting distributors to  focus on  solution  selling  rather than  price selling.  We sell a complicated product and most distributors will not  spend the time to really understand complicated  applictions.  Additionally, we find that most distributors are very poor with follow up on their quotes and do not work hard at closing  a sale.  They seldom truly know the competitive situation and why  they won or lost a deal.  They almost always blame it on price, when in our experience that is seldom the fundamental reason.%0D%0A%0D%0AAll in all, we feel as the product (and the  solution) gets more specialized and  complicated, distributors (as a whole) are less capable of  adding  value  to the transaction.%0D%0A::
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