Dominant Suppliers Increase Their Share
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To ensure that customers receive the best possible service, Lemberger said that sales representatives undergo a rigorous 18-month training period. "During the first 12 months, we concentrate on the technical and customer service aspects of the job. Trainees spend time in each department—including the shop floor, operating equipment and learning all aspects of the company," he explained. "We find this experience to be invaluable to our customers because it produces a salesperson who fully understands the business." In addition, Lemberger said that the company's sales representatives are currently participating in the APEX/MAX sales training program—an intensive, 12-week course aimed at helping them better identify and serve customers.
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