Channel Sales Management Skills


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I was recently reading that sales agents and independent resellers abandon a product not because of issues with the product but because of the problems caused by the manufacturer or principal they must deal with.

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Today more than ever, companies are looking for a cost-effective sales strategy, while providing improved exposure to their products or services.  However most sales organizations still rely solely on the corporate directed “feet on the street” sales force, and opportunities may be lost as a result. 

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