Most Powerful Selling Techiques

Abstract

Company Y Healthcare being a part of Company Y International was formulated as a medical device conglomerate after several big acquisitions of Company V, Company Z, Company X, and Company Q. So far, these independent companies with their different cultures, strategies and philosophy have been merged into one company almost at the same time. The major problem facing all managers was to find a way to integrate these three businesses into one profitable and growing company under new Company Y rule - to maximize the operating profit. The aim of the essay is to show how a short term restructuring and strategic plan focusing on cost reduction only, can determine a consolidation process reflecting in damages of the sales training program affecting the sales and business growth. Based on pro-sales Company X business model with confrontation to the Company Y cost reduction model imposed on a newly acquired companies there is a need to show how important solid salespeople training is, and to find the answer to the question “To what extent has probing lead to increased sales?” With the use of analytical tools such a SWOT analysis, Life Cycle charts, Line & Column charts and manager’s interview’s, this project will prove the importance of high-quality sales training leading by omnipresent probing technique which brings the outstanding selling results providing the continuous business growth.