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The Sales Resource Center
Wholesaler/Distributor Sales Strategies

Wholesaler/Distributor Sales Strategies

by Dave Kahle | May 24, 2020 | key account sales, sales strategy, wholesale distributor sales people

Power Strategies for Wholesaler Distributor Salespeople Selling for a distributor places you in a unique environment.  While it’s true that many basic sales principles apply to you, there are additional complications arising out of your position as a distributor...
Salespeople & Responsibility for Collections

Salespeople & Responsibility for Collections

by Dave Kahle | May 20, 2020 | B2B sales, sales force compensation

Q. How much responsibility for collections should a salesperson have?  A. Good question.  This is one that comes up on a regular basis when I’m working with a client to refine their sales compensation plan.  It usually is expressed something like this:  “Should we...
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