But over a period of time Frontline becomes more of value delivery mechansims rather than value creating mechansim . Sales process today is more like a production floor of pre TQM era . In pre TQM era workmen had hardly any say in the production , planning & quality management process . Japanese spread the gyan of involving the workmen in value creation for production system . Can Indian play a similar role in sales process management
I encourage all my collegues to share their comments as to what can happen if frontline sales decides or customizes ...
- What to sell ??
- How & through whom to sell ??
- At what price to sell ??
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