Sales and Marketing Solitions

Otis Elevator Co.

Needed to improve probing strategies/skills of salespeople.

Need: Sales Strategies & Skills

Solution: Designed model for using open-ended questions in selling cycle. A video supported program with print materials. Included demos and practice.

National Controls/Ingersoll-Rand

Product training needed for sales force.

Need: Sales and Product Education

Solution: Created sales model and self-paced program: product, applications, markets, and selling strategies & skills.

Unisys

Wanted state of the art CD-ROM for promoting new products.

Need: Interactive, Multimedia Product Promotion CD-ROM

Solution: Developed an interactive CD-ROM including introductions to hardware & software products, with links to a technical library, a Software Center and the World Wide Web.

Pitney Bowes & Ingersoll-Rand

Complex product made it difficult for sales reps to solve customer problems without help of specialist.

Need: Interactive Product Configurator & Problem Solving Sales Aid

Solution: Created model of expert doing configuration process, including pricing. An easy to use interactive aid was developed that sales people could use to configure and price customer solutions.

Ingersoll-Rand

Marketing had little control over sales activities and results.

Need: Major Account Management

Solution: Developed system for managing sales – planning, selling, reporting and reviewing performance.

Shared Medical & Unisys Corp

Sales organization was not performing well.

Need: Sales Organization Change Study

Solution: Reengineered the sales group by completing a performance analysis with recommendations for producing the productivity improving changes.