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About Huthwaite - Client articles
3 Articles Found.
ABB develops a total solutions approach to selling
Rikard Hogfeldt Manager at the ABB Business Academy discusses the Market challenges facing ABB and the need to move form selling products to delivering total solutions to customers and creating real customer value. Huthwaite Sweden was selected to supply the skills training needed to address these issues through a more consultative approach to selling.
Download / View (70KB)Creating a shared sales culture at ABB in Poland
Tomasz Borucki and Piotr Maciejczyk comment on the need to develop a common sales approach and language as ABB expands in the Polish market. A training needs analysis had revealed a need to develop a less technical approach to selling and a greater focus on exploring customer needs. Huthwaite Poland was selected to supply a tailor made version of SPIN® selling skills to meet this need.
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