Client: International electronic instrument and testing systems manufacturer.
Client Objectives: Prepare sales and sales management staff to sell integrated systems solutions, rather than discrete components to customer engineering staff.
Introduce a solution approach to selling their products and services.
Develop skills to call higher in the customer organization than the product engineer level alone.
Issues: To be successful, it was important to obtain buy-in from regional and district sales management as well as from the sales staff.
The client wanted to encourage their sales staff to begin using personal computers to support their sales and consulting efforts.
FLI developed an award-winning, three-day interactive workshop incorporating a
detailed instructor guide, dramatized video and audio, overheads, and participant
|Curriculum Assessment Tools|
|New Technology Adoption|
|Develop Customer / Client Partnerships|
|Project Management Methodology|
|Introduce a New Product|
|Enter a New Market|
|Introduce a New Information System|
|Change the Sales Approach|