With the advent of the internet, customers no longer depend on a company to obtain the necessary information for them to make an educated decision. Today, customers are able to research everything there is to know about a company prior to even engaging the help of a sales rep. He/she is no longer a means of transportation of information between the company and the customer, but has rather become an adviser, helping customers discern among the different alternatives they can research online and that appear to be relatively similar, thus turning the sales process into a purchasing process.

Read our article in FinanceFeeds and learn how the role of a sales rep has shifted and what your company should be doing to optimize their role.

 

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