IMPROVED BUYER KNOWLEDGE IS FORCING SALES REPS TO BECOME CONSULTANTS.

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    • Abstract:
      The article offers insight to a study "Top Performance for Sales Prospecting" conducted by Rain Group Center for Sales Research, according to which building customer relations helps in driving sales. Topics discussed include product or service information mentioned on company's website helps in driving purchase decision of customers; and the impact of technology on driving customer engagment by salespersons.