Int'l Equips New Area Sales Managers with Consultative Skills
Rivers, Mi. December, 2010. Armstrong International Corp., a worldwide
leader in the development, design, and installation of Intelligent System
Solutions with Steam, Air, and Hot Water, contracted with Everest Training
& Consulting to train new Area Sales Managers in consultative selling.
"We have two initiatives that we needed help, first our sales force
in the S.E. section of the US is basically retiring and we need smart,
high energy new Representatives so we not only maintain but grow our
market share in that part of the Country" said Tom Henry, Director
of Global Sales. "The other initiative is our focus on developing
the Service and Consultant practices at Armstrong to be able to bring
a total solution to our customers. We want our Representatives to be
problem solvers and establish good relationships with our customers
to become trusted advisors." Said Henry. "Ed understood the
exposure we faced with retiring Representatives and the need to maintain
those good customer relationships. And our young guys will be challenged
because of their age so we needed a system that would establish their
credibility as problem solvers and innovators; Ed's program gave us
the road map to implement this system." Rex Scare, P.E., VP of
Sales The Americas said, "So far our customers have been impressed
with the professionalism and ideas generated by the new Representatives
and our challenge going forward will be not to take our customer base
for granted but bring solutions that will delight current customers
by recommending innovate, cost effective systems."
Everest Training &
Consulting is committed to enabling organizations to innovate to profitability:
to apply critical sales, service and leadership skills to create a
competitive advantage and to maximize each person's contribution through
individual, professional, and personal growth.
For further information
contact Ed Pritchard at 734-455-4151.