IMI Norgren Collateral

z9065SG - MC Series Sales Resource Manual

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1 z9065SG 04/19 MC Series Magnetically Coupled Rodless Cylinder Sales Resource Manual 1. Executive Summary 1.1 What is the product? 1.2 Where and to whom do I sell? 1.3 Why would the customer want this product? 1.4 How is it positioned against the competition and why is it better? 1.5 What is our Go to Market Strategy? 1.6 What sales tools are available? 2. Value Proposition, Segmentation, and Targeting 2.1 High Level Value Proposition 2.2 Industries & Problem Resolution 2.3 Client Value Chain – Pain and Gain Questions 2.4 Alleviation of Risk – Overcoming Roadblocks 3. Product Description & Internal Portfolio Positioning 3.1 Product Major Features (Solution Generation) 3.2 Positioning within Portfolio 3.3 Pull Through Possibilities 4. Assessment of Alternatives – Market Product Positioning 4.1 Competitive Analysis & Cross-Reference 4.2 Strategy by Channel & Customer Type 5. Roles, Responsibilities, & Expectations 6. Who to Contact

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