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Companies rush to adopt B2B eCommerce and sales rep technology

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Empowered by technology, sales reps continue to play a critical role   
Despite the investment in self-service, online customer ordering, manufacturers and distributors reported that B2B eCommerce technology is not replacing sales representatives, but helping them provide more strategic value to customers. When asked about the value of sales reps, 75% of respondents cited the in-person sales channel as essential to their business. For those companies that have deployed B2B eCommerce, 84% reported that the size of their sales team had stayed the same or grown larger and 44% of these respondents stated that while customers preferred to order online they still wanted the option to order through sales reps.

"Relationships are the foundation of B2B selling. Advances in technology are providing manufacturers and distributors with the opportunity to get more value from the relationships sales reps have with customers and help drive the business forward," said Coates. "Those suppliers that are listening to customers and implementing mobile and web B2B eCommerce to complement their sales reps are getting a head start on the competition."

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