As the printing industry evolves, printers are recognizing the need to sell higher margin solutions rather than commodity print. This report from Caslon & Company helps print service providers identify and hire sales people with the right skills to be successful at selling solutions. Published 2005
Benefits:
The latest value-based selling methodologies, designed to drive bottom line growth, are based on a solution-sales approach. This presents a challenge for owners and managers who need to ensure that their salesforce has the right skills to be successful at solution sales.
By following the process outlined in this report service providers can avoid the costs and wasted time associated with faulty hiring decisions. The guide helps you develop a hiring program that will move your company more quickly and successfully into the higher margin world of solution sales.
Description:
This 18 page report from Caslon, a PODi Affiliate, delves into the importance of finding the right sales people and outlines a step-by-step process for defining the right hiring criteria, interviewing, and evaluating solution sales candidates. Sample interview questions and a useful skill-set evaluation tool can be printed out and taken into interviews with you.
