Subscribe Log in

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.

By Elizabeth Galentine

December 20, 2021

Share

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…

This is a Premium Article

Join NAW to read the full article — plus access to research, data, and intelligence.

As a member, you get:

  • Unlimited premium MDM articles, case studies, and monthly intelligence reports
  • Access to webcasts, podcasts
  • Exclusive whitepapers, research reports, and market data
  • Quarterly M&A, MarketPulse, and Economic Outlook reports
  • Access to NAW Nucleus, NAW SmartBrief, and NAW’s policy and leadership resources

The NAW Professional Membership is $850/year for individuals. It’s the fastest way to unlock this article — and everything else.

Unlock Premium Content


>> Explore all membership options

Related Articles

See More Articles