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Product Being Sold Are Industrial Term Paper

The use of metrics to measure the effectiveness of indirect channel strategies in conjunction with a sales territory assignment by distributors and dealers requires a fundamentally different skill set than the two other approaches that rely on a direct selling strategy. Within the territory assignments of distributors and resellers it's more critical to focus on support for the selling processes by these partners and less about expertise in a given geographic or vertical market.

Summary

As the HVAC industry is by nature highly complex, which often leads to longer sales cycles and the need to have a sales representative focused on an account for an extended period of time, the second approach of defining sales territories by size of company and vertical markets makes the most sense in the long-term. As a strategy for getting sales started in new regions, the use of indirect selling strategies makes sense as the HVAC company can capitalize on the existing customer...

The one caveat is that an indirect selling strategy requires an inordinate amount of support to be successful.
References

Allen (2001) - Maximize your territory coverage, increased sales and higher profits will follow, by, Daryl Allen, Selling Magazine, June 2001

Duetscher, Burgoyne, Grundman, Marshall (1982) - Managing a Sales Territory; Journal of Personal Selling & Sales Management. November, 1982. Volume 2 issue 2-page 24.

Dutta, Mergen, Heide, John (1995) - Understanding Dual Distribution: the case of Reps and House Accounts. Journal of Law, Economics, and Organization; 1995 Vol. 11, p189-204, 16p

Kelly and Hise (1979) - Industrial and Consumer Product Managers Are Different. Industrial Marketing Management, 8, 325-332.

Gartner (2006) - Boosting Growth with Sales Performance Management. Michael Dunne. October 24, 2006. Customer Relationship Management Conference…

Sources used in this document:
References

Allen (2001) - Maximize your territory coverage, increased sales and higher profits will follow, by, Daryl Allen, Selling Magazine, June 2001

Duetscher, Burgoyne, Grundman, Marshall (1982) - Managing a Sales Territory; Journal of Personal Selling & Sales Management. November, 1982. Volume 2 issue 2-page 24.

Dutta, Mergen, Heide, John (1995) - Understanding Dual Distribution: the case of Reps and House Accounts. Journal of Law, Economics, and Organization; 1995 Vol. 11, p189-204, 16p

Kelly and Hise (1979) - Industrial and Consumer Product Managers Are Different. Industrial Marketing Management, 8, 325-332.
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