Market Assessment International

CUSTOMER-FOCUSED SALES PROGRAM
An MAI Marketing Management Service

When a company launches a new product or service, the sales force needs to develop an approach that is responsive to customer values, expectations, and motivations. This MAI Program brings sales representatives in tune with customer thinking to obtain the best possible short-term sales results.

Benefits

• Increased sales force efficiency
• Shortened sales cycle and reduced sales costs
• Improvement in level of salesperson comfort with prospective markets
• Increased short-term revenues

How

• By identifying the problems customers expect the proposed product or service to solve
• By understanding the value prospective customers place on the product or service
• By converting this perceived value into a sales approach that will enhance customer interest
• By designing a training program to align the sales force with customer thinking and interest

Inquiry

• Obtains feedback from a minimum of 50 potential accounts
• Targets any set of potential buyers: large, medium or small businesses; VARs; resellers; end users; consumers; others

Deliverables

• Report containing conclusions, recommendations and supporting details, including:

• Summary assessment of value of the proposed product or service as seen by potential customers and of underlying reasons for their interest
• Identification of the sales approach, arguments and script that will be most effective in capturing customer interest

• Sales manual guidelines
• Half-day sales force training seminar

Schedule

• Results available starting within a few weeks, depending on client needs and program complexity
• Sales force training session to follow delivery of report
• Program can be combined with the Prospective Customer Identification Program for maximum effectiveness

*** MAI, the reliable path to your customers ***