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When a company goes for indirect sales, that is through dealers and distributors, who will be responsible for it.
it depends upon the company's structure. If both departments exists, corporate should be with sales and dealer acquisition should be with business development
That is one example of forward integration, where company decide to sell its own product directly and supply chain department ll be responsible for this.
It is the task of Business Development but now a days even the sales team is involved.
Hi Ibrahim,
Good evening. In my opinion, ideally it should belong to Business development. Since Business development team has to focus on current performance of the company, locate potential market either to start or enhance business etc. whereas sales teams task is to make the sell happen, customer satisfaction etc. But again it depend on organization, from automobile industries aspect some organization retain this task with Business development team where other retain this target with Dealer development team.
