 |
 
| situation: |
A national producer of large-scale injection
molded components is organized into four manufacturing divisions.
Each division shares a corporate direct sales force. The sales
engineers were not always capable of equally communicating
the products and capabilities of each division. Sales messages
were often being presented with inconsistent, incomplete, and even
out-dated content. |
| response: |
A company-specific content management tool
was developed to ensure that the sales message for each division
was accurate and complete. While in the field, sales engineers
can select prepared programs, or create custom programs with cross-divisional
content, integrated customer identities, and embedded animation
and movies. An admin. interface allows content updates to be made
across the sales network. |
| results: |
The sales engineers were quick to adopt the
selling tool. An archive of sales programs was created allowing
programs representing various products and capabilities to be shared
across sales disciplines. Sales and product training modules were
integrated for sales engineers to access as a supplement to formal
in-house training programs. |
|
