Kramer: Look to skilled college grads for your sales force

02/18/2013 | Modern Distribution Management

Increased competition in a flat market calls for new sales techniques, and distributors would do well to recruit sales talent from colleges that offer sales-certificate programs, says Mark Kramer, 2012 chairman of the National Association of Wholesaler-Distributors' board of directors and CEO of Laird Plastics. Such hires can rapidly become "result contributors," he says.

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