In a recent Sanitary Maintenance article, columnist Tina Serio Saunders makes a strong case for jan/san distributor salespeople to better understand the vertical markets of their customers. She also asks some very good questions: “If you need your team to speak the language of your vertical markets, how far can you stretch their knowledge without promoting burnout? Can a “jack of all trades” salesperson really be conversational in the lingo, issues and concerns of their prospects/customers that hold titles as diverse as School District Superintendent, Building Service Contractor Owner and Manager, Long Term Care Facilities EVS Director, Acute Care Infection Prevention Administrator…, etc.?” Click through to find out her answers and to comment.
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