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Sales & Marketing

Boost Customer Confidence, Strengthen Sales Relationships in Distribution

Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.

December 20, 2021

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Tompkins new VP of sales

Raleigh, North Carolina-based supply chain consulting and services firm Tompkins Solutions said Brian Crowle has joined the company as vice president of sales.

  • Customers increasingly want a rep-free buying experience, but satisfaction levels drop when they go it alone.
  • Sales reps play a role in increased customer confidence, and related buying satisfaction, by accurately diagnosing problems and providing technical expertise.
  • To create a compelling online experience, first develop a thorough understanding of the customer's buying journey.

Do distributors' customers know what's best for them when it comes to long-term satisfaction in their purchasing decisions? Not always, according to Maria Boulden, vice president, executive partner, sales, at…

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