26 INDUSTRIAL DISTRIBUTION / March/April 2015 www.inddist.com
A Guide To
The Modern Sales Organization
BY MIKE HOCKETT
Distribution sales representatives have to wear multiple hats nowadays. Many have become a hybrid of outside and inside sales, as technology
and e-commerce continue to alter sales practices,
management styles, and customer engagement.
Through question-and-answers and storytelling, this
guide provides input from a handful of sales experts. It
covers general sales, what it takes to keep a competitive
edge as an industrial distributor, social media usage, and
the importance of video in sales.