Improving Sales Force Proficiency in Assessing Customer Needs
Reed Business Information’s implementation of a “Letter of Understanding” tool in the sales organization.
Like many firms over the past two decades, Reed Business Information (RBI) found its sales organization straining to keep pace in a changing selling environment. As its services offerings grew more complex, and its customers more demanding, RBI made “consultative selling” proficiency a strategic initiative for the sales organization. RBI’s adoption of several selling tools helped ensure their consultative selling efforts yielded tangible outcomes. In this paper, we review(...)
