Business Services Industry
Telesales preps diamond tool buyer. (telemarketing personnel of Norton Co.)
Industrial Distribution, April, 1992
WORCESTER MASS.--Collect six beavers eager to get inside machine shops, manage them with a dynamo who documents that phone selling costs a mere fraction of what face-to-face selling costs, and you've got the makings of a telesales team primed to educate old markets to new products.
In a nutshell, that's the function of Norton Co.'s Diamond Film Team. And after some initial skepticism, industrial distributors now cautiously endorse the team's efforts.
At stake is the early lead in the market share race for diamond film tooling. In addition to Norton, key competitors include Crystallume, Kennametal, General Electric, and Japanese entries Mitsubishi Metals, Sumitomo Electric and others.
Since its launch in October, '90, Norton's...
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