CASE STUDY Optimizing the In-Person Sales Channel in Manufacturing & Distribution How reps at leading foodservice distributor Paris Gourmet use Handshake to drive more revenue and play a more advisory, strategic role to customers.With such a diverse set of customers—chefs, hotel operators, and restaurants large and small—the complex buyer landscape in the foodservice industry is one anchored by the in-person sales relationship. Reps are critical to sales operations, often serving an advisory role for buyers, oering important market intelligence and order recommendations based on purchase history. One such foodservice distributor is Paris Gourmet, a leading importer and distributor of high quality savory foods and pastry ingredients, serving chefs and operators in fine dining rest

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