Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
Experienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization.
Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.
Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation.