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Pfizer produces products for livestock and pets for sale to veterinarians, livestock producers, and horse/pet owners.
Training/Business Objectives
Growth for Pfizer business within the Animal Health product market by:
- Improved relationships and partnerships between the Account Managers and key customers
- Account Managers moving from transition selling to develop strategies to positively affect customers' decision making process
- An audit of the skills and knowledge of individuals within the sales team to establish current levels of competence against identified role expectations and their career progression
Training Delivered
Two day program designed to provide the skills and knowledge necessary to the success of the Account Executives in their roles. one on one coaching for the Field Supervisors to support and maintain the changes that are taking place.
Training Results
"The field force are more conscious of the need to understand aspects of the client's business and ask questions to establish facts. Many have instigated business plans with clients to grow Pfizer share in the market. For 2004 we will instigate a growth plan that will deliver $400K in additional sales opportunities."
Customer Testimonial
"Both the Account Manager and business development training and the one on one coaching have created a very positive attitude with our sales staff that has already transformed into increased business and realization of new opportunities. Through 2004, we will build on this and develop further."
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