Duane P. Beck

Abstract

This study addresses technical skills for packaging sales. Based on the results of the study, a training manual and course of instruction have been developed to introduce an innovative approach to packaging sales. "Technical Skills for Packaging Sales" defines the packaging sales professional, or PSP, a new kind of professional combining the skills of the salesperson with expertise of an engineer. Firmly grounded in the customer-- comes-first philosophy, the PSP is a problem solver, able to evaluate any packaging application to satisfy the customer's needs. "Technical Skills for Packaging Sales" explains an engineer's approach to packaging, including analyzing details, writing specifications, reading drawings, evaluating materials, understanding manufacturing machinery, flow-charting applications, solving problems, and writing proposals. The addition of the engineering perspective to the sales person's selling skills creates a versatile PSP- It also establishes a common ground between the two professionals and builds a long term working relationship with the common goal of solving the packaging problem.

Library of Congress Subject Headings

Selling--Packaging; Packaging

Publication Date

1992

Document Type

Thesis

Department, Program, or Center

Packaging Science (CAST)

Advisor

Names Illegible

Comments

Note: imported from RIT’s Digital Media Library running on DSpace to RIT Scholar Works. Physical copy available through RIT's The Wallace Library at: HF5770 .B32 1992

Campus

RIT – Main Campus

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