Part one of term paper
In the article, “Are distributors going the extra mile?”, the author relays her findings of a survey she initiated. The questions were posed to 2,000 people in the purchasing profession and sought to determine whether or not distributors were “committed to relationships” (Avery 51) with buyers. The key areas discussed were: order-han ...

Part two of term paper
... for the past two years I have discovered that they are not in tune with the individual needs of a company. They seem to have a higher than average turn over rate which tends to degrade the level of customer service, as well as technical advice. The unfamiliarity of the product they are dealing with is a big drawback. Their inability to recognize their products pricing and margin structure deteriorates the ability of the representative to offer other low cost substitute items. The new pu ...