Industrial sales people must be carefully selected, properly trained, and adequately compensated. They are representative of the producers of industrial goods and they can make impressive impact to the market. Market is knowledgeable.
The sales people must give the most effective sales presentation and provide satisfactory service both before and after each sale is made.
This is because the buyers know the relative merits of alternative sources of supply and of other competitive products.
Unlike the ultimate consumers, typical or specialized industrial buyers are usually well informed about what they are buying and the market forces.
Sales people got to focus on or put emphasis on customers' wants instead of the product alone. They are also important agent of the company who determines what the customers want, and then figures out how to make and deliver the finished goods to satisfy their wants.
Sales team is the think-tank for the wants of the buyers and the planning must be long-run oriented, in terms of new products. The think-tank thinks of tomorrow's buyers market and the future growth.
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Selling figures out how to sell it.
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