For manufacturers that go to market via channels, your sales organization, be it a direct sales force, a network of manufacturer representatives or a hybrid that is supported by specialists, is an integral element of your brand and your company.While technically not “salespeople” (as frequently they do not consummate the order), the are the connection between the manufacturer, the distributor, specifiers and the end-buyer. They become the tip of the spear in manufacturer relations and the representation of the brand.
These organizations and individuals:
- Interact with distributors to gain brand preference, earn shelf space, train their staffs, plan for growth, provide quotations and customer service and assist in developing customer opportunities.
- Generate demand for products by presenting solutions and new products to specifiers / engineers, contractors and end-users.