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Align Selling Resources to the Market

Written by Mike Emerson on Thursday, 06 November 2014. Posted in Distribution, Manufacturing

Segment customers, use effective sales management practices, and ensure incentives are aligned

Align Selling Resources to the Market

For distributors who have had to implement reductions to their sales force, there is a legitimate concern that, as the number of salespeople goes down, so will revenues. This article outlines a three-step process exists to help mitigate these potential effects.

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