Article

From boxes to solutions: Is your sales force ready?

There's a real revolution unfolding out there and its ramifications affect us all manufacturers, buyers, suppliers, and consumers.

著者：Patrick Demoucelle

First published on 3月 01, 2003
min read


There's a real revolution unfolding out there and its ramifications affect us all manufacturers, buyers, suppliers, and consumers. This revolution is none other than the product to service migration and it's changing the way companies package their offerings. Today, scores of industries—telecommunications, automotive, IT, consumer electronics, medical—capitalize on the services they offer, rather than just on products. Chances are, your business has started migrating too. Among the challenges ushered in by this migration is sales force readiness. When your offering becomes more service intensive you have to ask yourself, how armed is your sales force? Better yet: what does it take to structure your sales force to sell as effectively in a service-based reality? Download PDF

There's a real revolution unfolding out there and its ramifications affect us all manufacturers, buyers, suppliers, and consumers. This revolution is none other than the product to service migration and it's changing the way companies package their offerings. Today, scores of industries—telecommunications, automotive, IT, consumer electronics, medical—capitalize on the services they offer, rather than just on products. Chances are, your business has started migrating too. Among the challenges ushered in by this migration is sales force readiness. When your offering becomes more service intensive you have to ask yourself, how armed is your sales force? Better yet: what does it take to structure your sales force to sell as effectively in a service-based reality?

Download PDF