Project

Building machines sales process

Process orientation
The strategy to increasing quality

Individuality versus process orientation

Excellent sales advisors master both disciplines. The principle of success defines "processes as required and individuality wherever possible". A&P has developed a unique and, for this industry, a quite unusual sales process for Building Machines.

We have named the procedure "referential group approach". Together with a development team made up of the best sales advisors in the industry, sales procedures and conduct were analyzed. The conduct displayed by all „the successful“ can be labeled as decisive for this. A&P has developed a sales process and training concept deriving from this which serves as a foundation for the qualification. Additionally, this sales process is also the foundation for marketing control and leadership.