The Challenge
One way Kodak can pull sales through dealers is by improving the selling skills of dealers. If dealers can migrate from product pushing to need based selling, they increase the loyalty of their customers.
Kodak customers had responded well to impromptu training of their inside and outside sales people by Kodak sales reps and have asked for more of this training. However, Kodak reps did not have the time or expertise to create effective training but were interested in providing training as a value-added service.
The Solution
Interpersonal Development developed a trainers guide and workbook materials for a Consultative Selling course for dealers. The course was developed from existing course materials and a PowerPoint presentation developed by a Kodak sales rep.
The Audience was dealer counter and outside sales reps. Kodak sales reps were the trainers The course was-pilot tested by a Kodak sales rep. Adjustments were made to the course and a three fold brochure and PowerPoint sales collateral were developed to assist Kodak sales reps sell the course to dealers as a value-add.