Methods of Differentiation To compete in the market place

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Presentation transcript:

Methods of Differentiation To compete in the market place Training Salespeople Methods of Differentiation To compete in the market place

Picking their position Inside sales – Pr Person Account managers Pioneers

Inside Sales $ Customer service person Special part research Order detail and follow-up Service account assistance

Account Manager $$ Direct contact with customers Bid planning and compliance Build new accounts with existing methods Provides stability of product turns

Pioneers $$$ Develops new business from New markets for your company New products for same industry New niches within the existing markets

Compensation Inside Sales Account Manager Pioneer Typically wants stability – will work for less $ Account Manager Usually wants base but desires bonus or commission for performance Pioneer Entrepreneurial does not want limitations

Which is most important? Size of your company? Many of you are all the above? Evaluate your strengths Growth plan for your company? Do you desire a larger staff? At some point you need them all!!

Who is on your sales team? Everyone in your company and your supply chain!

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