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trailer world issue Two 2008

When BPW introduces a new product, the sales team optimally prepares for the project through special training.

Responsibility 16 Issue Two 2008 Ready for the future What makes the new ECO Disc so good is something that BPW sales staff from throughout Europe found out about at special training sessions. In this respect too, BPW goes for nothing less than thor- oughness and quality: What advantages does the new disc brake offer, and what technical refinements are to be found in it? It is this information that the salespersons aim to communicate to BPW’s customers, and to this end they need comprehensive knowledge of this new product. Training staff member Peter Lindner used a model to explain all of the product’s capabilities: “Our sales colleagues are very interested in technical aspects, so I put the focus on precisely those topics and acquainted them with the individual features of the new brake system.” In addition, all of the par- ticipants were given a comprehensive pres- entation, with the result that they are now optimally prepared for sales discussions with BPW customers. The training sessions were marked by excitement and curiosity about the product. Three participants from Germany, Sweden and Denmark report on their impressions. (jg) Photos:Stretz

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