Value-based selling in a disruptive business environment.
As Growth in Capital Equipment has historically been driven by mining and other resource related activities that are losing competitiveness.
There is a need for this industry to diversify into manufacturing activities, construction and rail infrastructure and agriculture further opportunity, given the impact of the fall in commodity prices, is to consider opportunities in Southern Africa, particularly where there are strong complementarities with mining.
A key opportunity is to source alternative market sectors.
Based on the alternative market opportunity 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.
