Challenge -- Sales Training 1
A major manufacturer of lighting controls was about to launch a new product line. They needed to train the sales force as well as inform and educate distributors and contractors about the new products. The challenge was to create an interactive program to turn sales personnel into experts. It had to be simple enough for the sales force to quickly become proficient with the presentation and pass their knowledge along to distributors or contractors in conference room type settings. This "tool" would have to enhance the image of the company and be creative enough to hold the viewer's attention for an extended period. The presentation also had to become a "leave-behind" containing technical data for distributors and contractors.
Solution -- Multi-purpose Program:
Nareka created an interactive program to run on an AE's laptop. The program included a pre-set "show" and a self-paced version that allowed the sales force to selectively demonstrate products, features and benefits. It encompassed a broad view of the product line as well as very specific technical information on each product, making this program useful to all parts of the company's diverse customer base. The program was also pressed onto a CD-ROM and provided as a leave-behind for clients.
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