It is a harsh reality – product demand and brand scores are down. Some contributing factors to this decline are: bad experiences with retailers or suppliers, poor responses from intermediaries, mediocre service levels, automated procurement practices, stripped down pricing, and an increased number of competitors with products that are just as good and brand names that are just as well respected.
In the face of this growing complexity and a challenging global economic environment, salespeople face continuing demands to meet higher sales quotas. And this in markets most likely suffering from already squeezed margins, and buyers who are sceptical and reluctant to make an early commitment.
In all of this, it is surprising to find that many organisations have ignored the fact that … read more by subscribing.
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