The problem of the same customer be

The problem of the same customer being served by product divisions of the same supplier, the complexity of buyer behaviour, which requires not only input from the sales function but from other functional groups (such as engineering, finance, logistics and marketing), centralisation of purchasing, and the immense value of some customers have led many suppliers to rethink how they organise their salesforce. Companies are increasingly organising around customers and shifting resources from product or regional divisions to customer-focused business units.

Another method of specialisation is by the type of market served. Often in industrial selling the market is defined by industry type. Thus, although the range of products sold is essentially the same, it might be sensible for a computer firm to allocate its salespeople on the basis of the industry served, e.g. banking, manufacturing companies and retailers, given that different industry groups have widely varying needs, problems and potential applications. Specialisation by market served allows salespeople to gain greater insights into these factors for their particular industry, as well as to monitor changes and trends within the industry that might affect demand for their products. The cost of increased customer knowledge is increased travel
expenses compared with geographically determined territories.
Magrath looked at the way industrial sales specialists levered up sales by virtue of
applications expertise.3 Because they knew so much about the industry, they were
welcomed as ‘fraternity brothers’ by customers.

Results (Indonesian) 1:

The problem of the same customer being served by product divisions of the same supplier, the complexity of buyer behaviour, which requires not only input from the sales function but from other functional groups (such as engineering, finance, logistics and marketing), centralisation of purchasing, and the immense value of some customers have led many suppliers to rethink how they organise their salesforce. Companies are increasingly organising around customers and shifting resources from product or regional divisions to customer-focused business units.Another method of specialisation is by the type of market served. Often in industrial selling the market is defined by industry type. Thus, although the range of products sold is essentially the same, it might be sensible for a computer firm to allocate its salespeople on the basis of the industry served, e.g. banking, manufacturing companies and retailers, given that different industry groups have widely varying needs, problems and potential applications. Specialisation by market served allows salespeople to gain greater insights into these factors for their particular industry, as well as to monitor changes and trends within the industry that might affect demand for their products. The cost of increased customer knowledge is increased travelexpenses compared with geographically determined territories.Magrath looked at the way industrial sales specialists levered up sales by virtue ofaplikasi expertise.3 karena mereka tahu begitu banyak tentang industri, mereka adalahdisambut sebagai 'persaudaraan' oleh pelanggan.

Results (Indonesian) 2:

Masalah pelanggan yang sama yang dilayani oleh divisi produk dari pemasok yang sama, kompleksitas perilaku pembeli, yang membutuhkan tidak hanya input dari fungsi penjualan tapi dari kelompok fungsional lainnya (seperti teknik, keuangan, logistik dan pemasaran), sentralisasi pembelian, dan nilai yang sangat besar beberapa pelanggan telah menyebabkan banyak pemasok untuk memikirkan kembali bagaimana mereka mengatur Salesforce mereka. Perusahaan semakin mengorganisir sekitar pelanggan dan pergeseran sumber daya dari produk atau divisi regional untuk unit bisnis yang berfokus pada pelanggan.

Metode lain spesialisasi adalah dengan jenis pasar yang dilayani. Seringkali dalam penjualan industri pasar didefinisikan oleh jenis industri. Dengan demikian, meskipun berbagai produk yang dijual pada dasarnya sama, mungkin masuk akal untuk sebuah perusahaan komputer untuk mengalokasikan tenaga penjualan atas dasar industri yang disajikan, misalnya perbankan, perusahaan manufaktur dan pengecer, mengingat bahwa kelompok industri yang berbeda telah sangat beragam kebutuhan , masalah dan potensi aplikasi. Spesialisasi oleh pasar yang dilayani memungkinkan tenaga penjualan untuk mendapatkan wawasan yang lebih besar ke dalam faktor-faktor ini untuk industri tertentu mereka, serta untuk memantau perubahan dan tren dalam industri yang mungkin mempengaruhi permintaan untuk produk mereka. Biaya peningkatan pengetahuan pelanggan meningkat wisata
biaya dibandingkan dengan wilayah geografis yang ditentukan.
Magrath melihat cara spesialis penjualan industri leverage up penjualan berdasarkan
aplikasi expertise.3 Karena mereka tahu begitu banyak tentang industri, mereka
disambut sebagai 'saudara persaudaraan 'oleh pelanggan.