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Measuring the Success of Sales Training by Patricia Pulliam Phillips, Jack J. Phillips

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6 Solution Selling for Sales Reps

Ricoh Production Print Solutions

David P. Cain

 

 

This case was prepared to serve as a basis for discussion rather than an illustration of either effective or ineffective administrative and management practices. All names, dates, places, and data may have been disguised at the request of the author or organization.

 

Abstract

Ricoh Production Print Solutions (RPPS), formerly known as InfoPrint Solutions Company, needed to improve solution selling skills for sales reps who sell monochrome continuous forms printers to increase revenue from this hardware category. RPPS offered a sales course entitled “Selling Monochrome Continuous Forms Solutions in the Production Print Market” twice to address this requirement. ...

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