Summary

After years of being stalled, the industrial sector is moving forward and growing. Many manufacturing companies that have been in a defensive posture to protect share during the economic slowdown now have an opportunity to expand their sales and other core operations that were slashed to reduce expenses. But the impact of the last few years has reshaped the manufacturing and industrial industry, with some important changes particular to the Chinese market, creating a new landscape that may be deceptively different than the environment of just a few years ago.

L.E.K. Consulting examines how certain organizations have addressed these issues during the recessionary economy, and offers three strategies to strengthen these areas and realign your sales operations as new market opportunities emerge. L.E.K. also outlines its framework for bolstering sales force effectiveness.

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