Question

Topic: Advertising/PR

Need Help On Improving My Company's Sales Kit

Posted by Anonymous on 9/25/2014 at 3:03 AM ET 250 Points
I'm new in this bio-tech company(it's my first job!) and they assigned me to improve our company's sales kit. I'm having difficulties since this is not in my field of studies.

Our company's sales kit includes:
business introduction brochure
policies and procedures booklet
product sheets for each of our product series

And also, we didn't have a folder to put these all together. I'm thinking if it's better to put some things together as a booklet so it's not too scattered but I'm not so sure about that too.

Helps and suggestions needed and would be greatly appreciated.

Thank you
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RESPONSES

  • Posted by telemoxie on 9/25/2014 at 8:33 AM Accepted
    if this were my project, I would look at what my competitors were doing. Also, I would try to understand how the company is currently using existing collateral and I would ask those using it for their perspectives.
  • Posted by Mike Steffes on 9/25/2014 at 8:47 AM Accepted
    Do not waste this opportunity. Learn all you can about the products, the sales process, and the people who do the selling. Talk with the Sales people, find out what they feel is wrong and/or missing.
    It's a good idea to find some way to keep it all together. You didn't mention whether it's online or not but I would consider getting it online if it isn't. I hope you have an IT dept. or, at least, person.
    This is a great opportunity to learn how things work outside your specialty.
  • Posted by Jay Hamilton-Roth on 9/25/2014 at 9:26 AM Accepted
    With your manager's permission, I'd suggest calling some recent prospective customers and interview them. Why did they contact your company? What are their needs? Did the sales kit answer some of their questions? Did it begin to build trust - or was it not really useful for their needs. From a series of these interviews, you'll learn a lot about your prospective customers, and be able to make targeted recommendations to your manager.
  • Posted by mgoodman on 9/25/2014 at 10:59 AM Accepted
    Everything in marketing starts with an in-depth understanding of the end-user/customer. Who is the end-user of the sales kit? Is it a sales rep? If so, you need to talk with some sales reps to see if they find the current materials helpful and what else they might want. If it's a downstream consumer, then you need to talk with some of them.

    Don't try to solve the problem in a vacuum. Get to know the users/customers.
  • Posted by cookmarketing@gmail. on 9/26/2014 at 9:27 PM Accepted
    Mr. Goodman and Jay are correct. Get out of the office. Design your 'kit' on what your customers needs. How quickly your 'kit' can inform them on you solve their problem(s).
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