Building a direct B2B sales program requires sensitivity

12/27/2012 | Multichannel Merchant

Focus first on the user experience when building a B2B site for direct sales, Michael Chuma writes -- one of 10 tips presented in this article. Think about servicing small and niche customers first so as to not undercut resellers, and build up a track record within the organization with a slow roll out of measurable services. Consider a commission program for those who might be cut out of the sales loop and resisting the change internally, Chuma adds.

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Multichannel Merchant

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