Sales and Marketing Practices

Questions to ask a potential distributor regarding their sales and marketing practices include:
- How do they compensate their salespeople?
- How do they measure sales performance?
- How do they train their salespeople?
- How are they going to train their salespeople on your selling your products?
  - Will they pay to send their salespeople to attend sales training at your facilities?
- Do they have special incentives or motivation programs?
  - If so, what are they?
- Do they coordinate sales efforts for specific product lines?
  - If so, do they use a product manager?
  - If so, do they dedicate salespeople to a specific product line?

© 2004 - 2008 John Michael Pierobon

Notes