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17 lines
1.1 KiB
17 lines
1.1 KiB
org.dmia&14329&mfrsurv&6.0.0&&&mfrsurv&&&dmcgarry@dmia.org, nbrady@dmia.org&N.Y.N.N
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0.1.o.o.o.N.0&mfrsurv.001&mfrsurv.002&mfrsurv.003&mfrsurv.004&mfrsurv.005&mfrsurv.006&mfrsurv.007&mfrsurv.008
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&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
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&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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Not Scored by Definition
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