Value-based selling in a disruptive business environment.
The main manufacturing sub-sectors include agri-processing, automotive, chemicals, ICT and electronics, metals, textiles, clothing and footwear.
While South Africa has an established and diversified manufacturing sector that has demonstrated potential to compete in the global economy, weak domestic demand and tight economic conditions in key external markets continue to affect the manufacturing sector’s performance.
This has forced manufacturers to reduce employment levels over the past decade. Added to the weak demand, and a key challenge noted by the DTI, are cheap and illegal imports.
Based on this challenging business environment it is incumbent on management to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value-based selling techniques.