Case Study: Material Handling Company

Industry Material Handling
Customer Global OEM
Description Telephone Sales and Field Sales Initiative
Result                      Development of the Client’s Dealer Sales Team


Business Performance Group was hired by this client to develop e-learning programs for their sales group. These programs included cross- and up-selling and closing. The company also developed e-learning programs for their dealer service technicians who had the ability to cross- and up-sell related parts and services during a field sales call.

The client uses a dealer network to sell and maintain their products. Each dealer is deeply embedded in their community, and lacks the resources to develop and maintain their own training department.

To prepare for the development, Business Performance Group visited a wide cross section of dealers across the country to survey how sales were closed, and to watch the dealer’s interactions with customers.

The programs were placed on the client’s internal dealer intranet.