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25DB




Products & Services Sales and Marketing Sales Management Enhancing Selling Effectiveness Sales Collateral Management

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

DB Image

ID: 3664


Features:

Graphics


Words: 838


Published: Pre-2014


Delivery Format: Online


 

License Options:
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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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919-403-0251

  • 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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