1. Assume you sell plumbing supplies via a distributor that sells to retailers.
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Question
1. Assume you sell plumbing supplies via a distributor that sells to retailers.
What can you, as the manufacturer’s sales representative, do to shorten the distributor’s sales cycle? To improve its conversions
2. Assume you are the distributor and you have five salespeople working for you. Two call on plumbing companies and large construction companies at job sites, whereas the other three work as salespeople in your warehouse to handle walk-in customers. What can you do with marketing to shorten the sales cycle of each group? How might your efforts affect the performance each group differently?
3. Assume you invented a new plastic-shaping technology that allows plastic products to be manufactured much more cheaply. When you talk to manufacturers, though, they are skeptical because the new method is so radically different from any technology they have ever used before. What do you think the sales cycle for the technology would look like? What would the most important step of the sales cycle be? Why?
Explanation / Answer
1-Plumbing supplies deals with fixtures which are connected to a plumbing system for delivering and draining water.For delivering the supplies there are channels of distribution which is to be followed which include distributors than to retailers.
Distributor’s sales cycle include manufacturers,partners,outside sales representative and inside sales representative but more channels will increase cost that will indirectly include the cost of supplies as well. So manufacturer’s sales representative might decrease the number of distributors ,partners which might reduce the cost of operations or process and improve the conversions.
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