CHICAGO -- Using customer business teams for key retail accounts is not a technique limited to the marketers of megabrands. Smaller, more specialized vendors can -- and do -- make successful use of the CBTs. The team approach has been a great strategic advantage for lip-care products manufacturer Blistex, said Pete Smith, national accounts field sales manager. Unlike the giants of the consumer packaged goods industry however, this privately-held company has just one team. "We created our ...
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