Selling Distribution Value

What do you, as a distributor sales representative, really sell? Sure, your company probably carries everything from cotton swabs to sigmoidoscopes. But distributors are fundamentally in the service business. The products you sell are available from many sources. What you and your company provide is a bundle of services that make it possible for your healthcare customers to get the medical supplies they need in the easiest and most cost-effective way possible.

Your job as a distributor sales representative is to sell one thing over and above everything else—the value of your company’s distribution services.

Does that mean that you’re going to talk about delivery speed and fill rates on every account visit? No, but it does mean that you are constantly working to build overall value for your customers. In this course, we’ll talk about selling distribution. We’ll talk about the kinds of services you offer and techniques for presenting their value to healthcare providers.

Through this course, you’ll learn:

• Ways distributors provide value 
• Tools for selling your company 
• Tactics for getting in with a new account 
• Strategies for becoming the primary supplier 
• How to quantify your value to the customer