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Scott Benfield is a consultant to durable goods distributors and manufacturers. He has more than 25 years of experience with Fortune-rated industrial companies and nationally ranked distributors. He is the author of five books for distributors, numerous research projects and professional articles. His firm, Benfield Consulting (www.benfieldconsulting.com), is located in suburban Chicago and he can be reached at (630) 428-9311 or bnfldgp@aol.com.
The point of the entire exercise is that with a few diligent searches on the Internet, I found out as much or more than experienced salespeople could tell me.
Today, like the Big Pharma rep, many distributor sellers are being turned away from customers who would rather buy online, sans their services, at a lower cost.
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Considering the fact that a lot of firms...
Thanks for the comment, Dinni!...
All I know is that companies need to...