2000 and beyond Pt.2

Suzanne Welch at Corning developed the "Center for Marketing Excellence" where Corning implements a new "team approach" to marketing and business on three different levels. The first comprises teamwork within Corning, the second operates within Corning's Marketing Professionals. "The third level [of teamwork] is the partnership that exists between a staff organization and our business partners. In our organization, one of our plans is to engage with businesses as if they were our internal customers. We will build an understanding of their needs for marketing expertise, their needs for marketing projects, and their needs for marketing people."


	POSITION PAPER ON ENTERPRISE RESOURCE SELLING Part 1: Solution Selling Overview


	This Solution Selling Program will strengthen your skill in handling both service and sales aspects of your relationship as a sales consultant Based on a more effective assessment of customer needs, in relation to each customer's business goals and strategies, you will recommend products and services that help customers improve their positioning with their customers, achieve their business goals, and execute their business strategies. As a result, you will achieve deeper, larger, longer lasting, more profitable, and more loyal sales relationships than you have achieved in the past.

	Course objectives As a result of participating in the two-day or three-day Solution Selling Program, participants will be able to: Build deeper, larger, longer lasting, more profitable and more loyal account relationships than they have achieved in the past. Execute the four stages of solution selling, carefully monitoring strategies, tactics and outcomes, to maximize success:
	Stage One - Profiling the customer Stage Two - Assessing the opportunity Stage Three - Scoping the solution Stage Four - Presenting the partnership
	Apply the essential sales functions and tasks of solution selling required in order for success to be achieved. Develop basic problem solving skills to identify the best solution for the customer, including such important elements as:
	Situation appraisal Problem analysis Solution analysis Implementation analysis
	Develop the most important and fundamental collaboration skills to build the customer partnership by:

	Building strategic relationships Building team relationships Communicating effectively
	Standardize new best practices for your industry and customer situations, to optimize the return of investment based on your assignment of strategic value of each account. Plan supplier strategies and tactics for those target accounts requiring and deserving a solution selling effort, making such adjustments in problem solving and collaboration to maximize success, with least cost, and lowest risk (gain for the supplier). Demonstrate professional values that underlie an enduring partnership between supplier and customer to create client value initially at the project level, and potentially, as a long-term alliance that would enhance strategic positioning for both supplier and customer.
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	FACT SHEETS / CLIENT STATEMENTS