MAKING THE MOST OF CUSTOMER RELATIONSHIPS

摘要

Distributor success depends on successfullyrnmanaging these complex relationships. Thernkey is determining how to blend your offer-rning to meet the market most profitably andrnhelp your sales force drive the right kind ofrnbusiness to get you there. Your sales forcernmust be motivated correctly, with the rightrntraining and compensation plans, and theirrneffort, market selection and service deploy-rnment must be planned and understood byrnmanagers and the sales team alike.