A NEW PRODUCT
Client: Leading manufacturer of high-end office and electronic printing equipment
Client Objectives: The client sought to achieve market penetration and market share goals with a new state-of-the-art reprographics system which combines the digital technologies of scanning and imaging with the print technologies of laser printing and xerography.
Issues: The sales organization must be prepared to market the new product at time of public announcement. Yet, product capabilities will be unstable right up to product launch.
Machines will not be available to sales until product launch. Thus all product knowledge will have to be derived from the training curriculum, and product and training development will have to be concurrent efforts.
The product will require
a 'consultative selling' approach, requiring sales staff to gather detailed information
across customer departments.
Solution: The key solution was to create a phased
sales and sales support curriculum. FLI and the client used the following development
strategy to create a quality training program within the constraints described above.
Two sets of materials were developed for Level 1 schools, one for
each of the two major client divisions responsible for selling the new product. This was
necessary since major differences in customer industry requirements exist between the two
Business Results: The program mission was
to ensure that the identified field personnel have the required skill levels
before product launch so they will be able to exceed sales targets."
|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|