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Respond to Needs of Customers and Sales Representatives in Sales Collateral Design-- Part 1

STUDY OVERVIEW
BENCHMARK CLASS
SPECIAL OFFER

Identify consumer responses to sales collateral and develop solutions that
satisfy their needs.
The Manager of Sales Collateral for the division of Mailing Systems at Pitney
Bowes places a high priority on the response of customers to the sales
collateral that he creates. For this reason, he travels alongside members of
Pitney Bowes’ Mailing Systems sales force at least once a year – observing,
listening, and questioning. He first observes how the sales representative
uses the piece of collateral in his sales presentation. Next, he listens to
the questions of the customer to determine whether there is information missing
from the collateral. Finally, he speaks directly to the consumer about the
presentation and effectiveness of the collateral to determine areas of
improvement ...

Industries Profiled:
Service; Manufacturing

Companies Profiled:
Pitney Bowes

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Respond to Needs of Customers and Sales Representatives in Sales Collateral Design-- Part 1

ID: 3664

Features:

Words: 838

Published: Pre-2020

Delivery Format: Online

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