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Custom
Project Examples
New
Sales Representative Training
 Objective:
- Get
new hires in the field and selling with minimal classroom
time.
The
Agentive Solution:
- Interactive
CD-ROM training on products, markets, anatomy and physiology,
disease states, therapies with integrated customer interviews
and automated customer/sales interactions.
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Selling
to a New Customer
Objective:
- Prepare
a sales force that previously called on surgeons in burn
units to market their products to the clinical staff of
the outpatient clinic.
The
Agentive Solution:
- Interactive
call-point training manual.
- How-to
guide for handling the challenges of the new outpatient
reimbursement schedule.
- Classroom
training with custom role plays.
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Learn
a New Product
Objective:
- Introduce
a 50-person sales force to a new technology for prostate
cancer treatment, including anatomy and physiology, product
training and sales dialogue.
The
Agentive Solution:
- Self-study
training manuals to supplement live training.
- Audio-tapes
to provide "real world" sales dialogue.
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Learn
about Managed Care
Objective:
- Help
the sales force of a major diagnostic company increase
sales in the managed care environment.
The
Agentive Solution:
- Interactive
CD-Rom training on managed care
- Workshop
on developing sales strategies for reaching managed care
goals
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Sell
to Executives
Objective:
- Coach
a sales force to sell at the CEO/CFO level instead of
focusing on middle management.
The
Agentive Solution:
- Customized
executive "C-Level Selling" program delivered first in a pilot program,
then rolled out to the entire sales force.
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Develop
Sales Managers
Objective:
- Develop
a comprehensive sales management curriculum for a rapidly
growing pharmaceutical company.
The
Agentive Solution:
- Conduct
a needs assessment, interviewing corporate staff, field
sales reps, and all levels of sales management. Design
a complete curriculum to include new sales manager field
training, first three-six months on the job training,
advanced training and developmental training for promotion
to regional sales director.
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Coaching
and Counseling for New District Managers
Objective:
- Prepare
a group of newly appointed pharmaceutical district managers
to effectively coach their new teams.
The
Agentive Solution:
- Developed
and delivered a 2-day customized course to be used during
new district manager orientation.
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Investigate a Market Segment
Objective:
- Determine
whether the client should invest in a dedicated managed
care sales force.
The
Agentive Solution:
- Needs
investigation through one-on-one interviews of sales force,
customers, and managed care organizations.
- Strategic
recommendations based on needs analysis.
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