As winner of the prestigious Rand-Air Salesperson of the Year award, seasoned sales representative at the company’s Mpumalanga branch Chantal Bekker believes that one has to be willing to change the way one has ‘always’ approached and managed customer relationships and sales.
The pharmaceuticals industry requires a pristine manufacturing environment to ensure the integrity of the final product, which must meet the strictest levels of hygiene. A key enabler in producing these sterile ‘clean room’-standard manufacturing conditions lies in the application of oil-free compressed air.
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In industry, a collectively successful synergy is often indicated by the notion of the whole being ‘more than the sum of its parts’: the concept that more can be achieved by the joint collaboration and mutual strengthening of all departments within a company.
In the age of the fourth industrial revolution and beyond, customers have ready access to a wealth of technical resources at the click of a button. In parallel with this digital awakening, customers’ requirements have become more intricate, causing astute companies to adapt their communication approach and service offering. The role of the salesperson, for example, has evolved from ‘solution-seller’ to ‘strategic partner’, requiring the adoption and nurturing of an entirely new approach and skills set.