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Post Info TOPIC: Indirect sales process


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Indirect sales process
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Hi there,

 I'm currently gathering requirements for a drinks manufacturer who I met recently. We are looking to deploy a sales and marketing solution, but the approach to their business is one that I have not come across before.

Essentially, they work by visiting resellers (e.g. bars, restaurants and supermarkets) and promote their brand and incentivise the purchase of their product.  However, the twist, is that they do not sell the product direct to the reseller.  That is purchased through wholesalers who sell both their drinks and that of their competitors.  So the profit is essentially second-hand from the sales/marketing engagement they are having with the reseller.

Is anyone familiar with this business process?  If so, please can someone direct me to some further reading; so I can understand this in more detail?

Thanks.

 

 

 

 

Check this Brand Advertising Video example.

 



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