Product Being Sold Are Industrial Term Paper

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The use of metrics to measure the effectiveness of indirect channel strategies in conjunction with a sales territory assignment by distributors and dealers requires a fundamentally different skill set than the two other approaches that rely on a direct selling strategy. Within the territory assignments of distributors and resellers it's more critical to focus on support for the selling processes by these partners and less about expertise in a given geographic or vertical market.

Summary

As the HVAC industry is by nature highly complex, which often leads to longer sales cycles and the need to have a sales representative focused on an account for an extended period of time, the second approach of defining sales territories by size of company and vertical markets makes the most sense in the long-term.

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As a strategy for getting sales started in new regions, the use of indirect selling strategies makes sense as the HVAC company can capitalize on the existing customer relationships distributors and resellers have. The one caveat is that an indirect selling strategy requires an inordinate amount of support to be successful......

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