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How to Sell to Niche Markets

Selling to Electronic Components Retail Businesses

As the dust clears, electronic components retail businesses are gradually bouncing back from the Great Recession and are positioned for investment. With a careful strategy, your business can tap into a sizable revenue base selling to electronic components retail businesses.

Penetrating the world of electronic components retail businesses can require complex sales and marketing strategies.

The details of your sales strategy will vary according to your circumstances and your company's unique business model. But overall, there are several things you will need to consider when crafting a strategy to sell to electronic components retail businesses.

Marketing Channels for Electronic Components Retail Businesses

Even though companies market their products in many different ways, there is one truth that applies to all electronic components retail business marketing strategies -- no single marketing channel is capable of reaching large quantities of B2B buyers.

Across the industry, multichannel marketing strategies are the norm, and may include direct mail, telemarketing, print ads, email campaigns and other online strategies.

Best-in-class businesses routinely purchase lead lists as a way to drive the sales process. High quality lead lists provide a large quantity of leads that are up-to-date and targeted to the kinds of prospects that are most likely to respond to your products. In our experience, Experian Business Services has the largest and most accurate database of electronic components retail businesses on the market.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to electronic components retail businesses.

Aggressive Recruiting

Profitable returns begin with aggressive recruiting tactics. Your company can't afford to send an inferior sales team into the field.

Companies that sell to electronic components retail businesses should be looking for energetic sales professionals with a self-directed work background. At the same time, you need to make sure your sales hires are team players. Individuals who lack a team work ethic will ultimately hamper your sales efforts, no matter how good they look on paper.

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