"Selling" B2B Physical Products Remotely

Summary

With sales teams grounded and non-essential visitors to companies prohibited for the foreseeable future, how to enable sales people to sell physical products remotely?

Content

COVID work from home orders have forced sales people to work remotely. For software sales, this probably hasn't impacted the salesperson's ability to conduct remote sales visits all too much as they can still easily demo their products remotely. For companies whose products are physical goods, remote selling presents unique challenges. I lead marketing for an electronic component manufacturer, AirBorn. We interact closely with electronic, electrical and mechanical design engineers who design electronic products and systems. Our sales engineers in the field are a critical resource for our customers in helping guide customers to the right product(s) for their specific requirements and application. This requires the sales person to ask questions about the customers application and what design parameters they are working with. If we take an electronic connector as an example, these design parameters could be a wide mix such as number of pins, where the connector will be