Reinventing Distributor Sales and Service:
A Framework for Implementing an Integrated Sales Model
The basic integrated sales team model blends traditional field sales representatives, telephone-based sales, customer service agents and marketing contacts, including a customer-focused website. This approach allows a distributor to use the most appropriate medium to deliver the message to the customer.
When done well, it strengthens customer relationships, increases customer wallet share, improves customer loyalty and increases customer retention.
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About the Author
Owner of Apexx Group
In 2002, Mark founded Apexx Group. Apexx is a business-to-business marketing and consulting firm. They aim for profitable growth from every one of their clients, whether that means branching into a new market, improving current marketing strategies, or putting a new product into the existing market.