Question: Rexel has several main challenges that they face when it comes to their sales people Reps are fighting the digitization of the industry as they

Rexel has several main challenges that they face when it comes to their sales people

Reps are fighting the digitization of the industry as they see technology as threat instead of an opportunity (i.e. no push to get customers to switch to digital technologies). 20% usage of digital technologies in the Rexel customer base.

Based on the book chapters and lectures for this section of the course, prescribe some recommendations for ways to improver effectiveness and efficiency of the sales team.

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