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Successful Selling of Complex Products Such as Computer Software Requires

question 78

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Successful selling of complex products such as computer software requires excellent salespeople.Lack of quality service in the marketplace led Alan Hall,head of a small computer networking company,to open Technology Advancement Corporation in 1988.Today,Technology Advancement is a national field marketer with several divisions.The bulk of its business involves training and educating salespeople on the features,benefits,competitors,and market potential of Technology Advancement's clients' products.To date,Technology Advancement has focused on computer software and hardware makers and has launched most of the marquee names in the industry: Novell,Lotus Development,IBM,Microsoft,Apple Computer,Hewlett-Packard,Motorola,Intel,and Xerox,as well as smaller firms.
Here's how the Technology Advancement client relationship works for training.A marketer hires the company to promote its product or to launch a new product,and Technology Advancement assigns a team exclusively to that client.The team gathers,usually at a ski resort,and the client comes in for the training.The training starts with explaining how to use direct communication with a prospective purchaser and how it fits the company strategy and differs from sales promotion.Latest developments in the selling process are explained with special emphasis on networking,follow-up strategies,and post-purchase customer service.Many computer giants have reported that this type of training program has significantly improved their business.
-Refer to Technology Advancement.One of the key areas of training provided by Technology Advancement Corporation involves postpurchase customer satisfaction surveys.What is this part of?

Definitions:

Average Rate of Return

A financial metric used to evaluate the profitability of an investment, calculated as the average annual profit divided by the initial investment cost.

Annual Income

The total earnings or revenue generated by an individual or business in one fiscal year before any deductions.

Capital Projects

Large, long-term investments undertaken to create, expand, or replace a company's physical assets.

Cash Payback Period

The duration it takes for the earnings from an investment to cover the initial amount invested.