The close operation was to edify our sales clout approximately the just out products we had dispassionate added. There were good under 2,000 products in the recent line. How did we close it? By creation it as unceremoniously and painless as possible. The complete solution? Television!

Cadillac Plastic and "Chemical Association is a manufacturer of products and a distributor of products of other suppliers. When our suppliers were in town for the Safety Products premiere, we asked representatives from everyone business to accomplish a half-hour product presentation in our videotape studio. These were duplicated and then sent to our local help throughout the country. Backup in the construction of supplier literature was too included.

By watching the product tapes on TV in a relaxed, casual atmosphere, learning about the different products was virtually painless for our salesmen. The tapes could be stopped at any clock and replayed for worthier comprehension. Later, when our salesmen reviewed the supplier literature, they were already intimate with the product so the literature was added leading and recall of learning even greater.

Subsequent visits by suppliers rounded gone the initial participation programme and gave the sales effort a chance to solicit questions' not covered in either the videotapes or the literature.

Was this avenue successful? An informal plebiscite of our suppliers initiate that they were drastically impressed by how quickly our clan had mastered their products. All suppliers chalk up on account of false further videotapes to rejuvenate our sales force.

Motivating our salesmen to sell: a triple stop catalog

At this point, our crowd were conversant about the OSHA-Spec line. First off came the bull test. Could they sell the products?

To persuade our people, we again certain to cook up selling the products as effortless as possible. First, we trumped-up definite that our top-quality products were competitively priced. And, of course, we unreal positive we had unbiased stock levels to assure skilled delivery. Nevertheless beyond this, which is simply sound argument practice, we get going aids which were indispensable in manufacture it basic for our salesmen to sell.

Most exigent of all aids was our safety products catalog. We fictional this inordinately attractive. However much expanded leading than its alluring appearance, the catalogue was a solid selling tool.

Because copious of our customers were come apart and concerned about the then-newly-passed OSHA laws, we organised our catalog environing the most current OSHA requirements that our products fulfilled. Wherever applicable, we quoted correct from the OSHA directive. This helped our customers to drink in the most commonplace safety requirements. It as well helped salesmen in organizing their sales presentations. The customer could clearly look what products were required to protect his workers and plant.

To constitute the catalog child's play to follow, we relied heavily on pictures and illustrations. After all, manifold of these products were hew to everyone. Where colour coding was a factor, according to OSHA, as in undeniable signs and warning devices, we printed that chop in entire color. Certainly, it was aggrandized expensive. On the other hand it prepared our catalog a reference source as well. We besides tried, where possible, to exhibit the products in actual use. Again, it is easier to recall a duty when one can beam how the product is used.

To sum up the benefits of an-attractively designed, intelligently organized selling catalog, let me proposal this advice. Whether you corner to skimp on a budget, create it anywhere, repeat anywhere, on the contrary on your catalog. It is that decisive to your overall success.