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Akzo Nobel, South American Group

Akzo Nobel, South American Group

Nashville, TN.

Led by the capable hand of "Roberto", the South American sales team works to create the tactical implementation for the "Value Translation" strategy, introduced at the National Sales Meeting in Nashville. In this exercise, particpants identify common problems their prospects/customers are likely to have and then build a model to identify and quantify the impact those problems have on the customers business. The goal in this portion of the "Motive" step is to help both particpants (sales person and prospect/customer) to fully understand the problem. To many sales people "rush" to the solution without full understanding of the problem!