Business requirement:
With its takeover of Pioneer ITI, Franklin Templeton had augmented its distributor
network by 5000 new financial advisors. Not only was there a need to introduce
them to Franklin Templeton's products &: distributor services, but they also
needed to be trained and aided in selling these products. And it had to be done
in a way that was user friendly, effective and slick. Solution:
Most distributor sales kits that we had seen comprised PowerPoint presentations
and documents that users could download and view. Indigo Consulting conceived
a sales kit that went a few steps further by actually training the users in how
to use the presentations. This was done by supporting the presentation slides
by a downloadable script that distributors could use to deliver the presentations
to their clients. In addition, a voice-over was also professionally recorded to
aid comprehension and recall. The CD also comprised downloadable
presentations and calculators which distributors could use in the process of advising
their clients. Results:
The one-to-many sales conferences, where the subject matter discussed is usually
forgotten were rendered far more effective via the support provided by the CD-Roms.
In addition, Franklin Templeton was able to reach the vast number of distributors
far more quickly and effectively via this medium.
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