Value-based selling in a disruptive business environment.
The Chemical and Petrochemical industry has good growth opportunity in South Africa but needs to overcome a number of challenges such as the capital-intensive nature of the industry, and rising administered prices, particularly electricity, petroleum products and port charges.
These challenges are compounded by the increased scrutiny from recalls and quality audits and finding ways to drive down formula costs to create new efficiencies.
The biggest challenge is the lack of clear differentiators, causing buyers to focus on price as the primary purchasing factor.
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.
