Mesurement is key to success

Huthwaite's SPIN® Selling Skills programme includes measurement tools that enables sales managers to assess objectively to what extent selling skills have improved, which lead Bayer Diagnostics to choose it over other training suppliers by.

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Bayer takes a Europe -wide approach with Huthwaite

In the second article we see how in 2001 the Near Patient Testing Division of Bayer Diagnostics recognised the need to standardise its approach to the European Market. The article looks at how they achieved this through a common sales methodology, sales language and marketing literature. Adrian Ralph, European NPT Marketing Manager gives comment.

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