New portable computer systems help Carrier re-engineer sales.(Carrier Corp.'s Commercial Applied Equipment & Services Group)
Air Conditioning, Heating & Refrigeration News, June, 1995 by Romano, Kelly A.
Carrier Corp's Commercial Applied Equipment & Services Group used laptop computers and a training program to increase the performance of its sales force. A sales re-engineering program was implemented to give the sales force more time with customers and to double sales. Laptop computer systems with modems and printers were provided, along with a week-long training program. The results have been that sales people are able to create better presentations and answer questions more quickly, vastly improving sales.
Manufacturers of hvac equipment are pretty good at re-engineering products to meet the changing needs of their customers.
Sometimes, however, it's not the company's products that need re-engineering, but its methods of doing business. That can actually prove a...
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