Medical Equipment Manufacturer
A successful global manufacturer of capital equipment for hospitals, clinics, and other medical institutions concluded that its line of products and services was simply too large for any one salesperson to sell effectively. Company management felt it was missing opportunities to sell more to current customers because the number of products and services required more time to sell than salespeople had available. To address this problem, the company redefined its sales process. This resulted in a new sales role and a changed sales role. The traditional sales job, account executive, was changed by taking away responsibility for closing business for a defined list of specialty products and certain on-site services. Management ...
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