Six New Sales Roles that Improve Interaction with Customers

Because companies want to grow sales at rates higher than in the past (or than competitors), they implement new approaches to interacting with customers. Most new forms of personal interaction with customers— interaction between a customer and a company representative—involve a "sales role" that did not previously exist in the company. Today it is virtually impossible to visit a company, regardless of industry, and not find new sales roles operating in the business. Consider these examples:

  1. End-user sales specialists. Virtually any company that sells its products through distributors faces the challenge of creating demand among end users. Lexmark International, which manufactures computer ...

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