Technical skills for packaging sales

Publication Year:
1992
Usage 246
Abstract Views 141
Downloads 105
Repository URL:
http://scholarworks.rit.edu/theses/558
Author(s):
Beck, Duane P.
Tags:
Packaging Science; Packaging sales
thesis / dissertation description
This study addresses technical skills for packaging sales. Based on the results of the study, a training manual and course of instruction have been developed to introduce an innovative approach to packaging sales. "Technical Skills for Packaging Sales" defines the packaging sales professional, or PSP, a new kind of professional combining the skills of the salesperson with expertise of an engineer. Firmly grounded in the customer-- comes-first philosophy, the PSP is a problem solver, able to evaluate any packaging application to satisfy the customer's needs. "Technical Skills for Packaging Sales" explains an engineer's approach to packaging, including analyzing details, writing specifications, reading drawings, evaluating materials, understanding manufacturing machinery, flow-charting applications, solving problems, and writing proposals. The addition of the engineering perspective to the sales person's selling skills creates a versatile PSP- It also establishes a common ground between the two professionals and builds a long term working relationship with the common goal of solving the packaging problem.