In the mid-1990s, Michael W. Ferro was heading up a division of a large manufacturing company, and his job was to build and manage sales channels. Ferro says, "Everybody forgets how much work there is in selling your goods and services to the end user. You don't just sign a deal to sell 1,000 widgets. Between training; logistics; doing all the presales, warranty returns, and post-sales issues; and handling financing, it can take up to a year to set up a new distributor channel."
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机译：在1990年代中期，Michael W. Ferro领导一家大型制造公司的部门，他的工作是建立和管理销售渠道。费罗说：“每个人都忘记了向最终用户销售商品和服务的工作量。您不仅签署了销售1,000个小部件的协议。在培训，物流，进行所有预售，保修退还和邮寄之间销售问题以及处理融资，可能需要长达一年的时间才能建立新的分销渠道。”
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