Norton's phone program grows sales. (Norton Co. uses telephone sales program)

Industrial Distribution, September, 1989

Norton's phone program grows sales WORCESTER, MA--Norton Co., a leading U.S. supplier of abrasive products, is helping its industrial distributors expand their businesses with an aggressive new telephone sales program. Donna Parker, the Norton project manager heading up the effort, said that the basic concept of the test program is simple.

Norton does the research, makes the telephone call and closes the sale. All the distributor has to do is stock the material, make the delivery and send a bill. This is how the program works. Using lists purchased from various listing agencies and trade magazines, a Norton telephone salesperson calls a prospective buyer. Parker instructs her people to target engineers and tool crib foremen at small to...

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