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Konica restructures direct sales

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Windsor, Conn.--Konica Business Technologies Inc. said Friday that in response to the marketplace demand, it will move away from its traditional accounts-driven sales strategy to a team selling approach.The digital imaging company said the sales force will be divided into four groups, which will include account representatives, sales representatives, color products sales representatives and information technology representatives. The company said it would have fewer major accounts salespeople but declined to say how many fewer.The company said it will recruit employees with expertise in the networking products industry to work as account representatives. Konica plans to open 15 offices nationwide to serve as demonstration points for the company's team sellers. The moves were announced Konica Direct Sales Exec VP Ted LeBlanc, who joined the company in January.

--John Evan Frook

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