Many company choose to sell through distribution channels rather than employ a direct sales force. In many cases, companies with adopt a strategy of selling both directly to end customers and indirectly through a distribution channel.
Although this can lead to channel conflict, it is a very common approach to sales in many industries – in particular the insurance industry. Large strategic accounts are managed centrally by the company’s own sales team, while smaller accounts are managed via partners.
Deep-Insight offers two types of channel assessments:
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