Construction Magazine November 2016 | Page 78

# APEX
# WATERCOOLEDCHILLERS
# EVAPCOOLEDCHILLERS

# Deliveringrealsuccess # MADEINTHEUSA

# AiRCOOLEDCHILLERS

# STEAMCOILS

# RAECorporation

# PUmpingsystems www . raecorp . com

# VALUEthatdifferentiates its territory ,” he says . They were ready and willing to take on the tasks of product familiarization and training that lay ahead . After all , he points out , they were seeing an instant doubling of the sales force promoting their products .

Next came the difficult task of dividing the accounts to focus on contracting clients on the one hand and consulting engineers on the other . In New England HTS had since its foundation in 1997 employed hybrid sales people , who called both on consulting engineers who design the system and mechanical contractors who purchase and install the equipment . “ They are well rounded sales people but spread a little too thin . They would be selling a system then getting involved in project management while it was installed . But every minute you spend on project management is time you are not devoting to digging up new business !” The sales people from both companies
78 November 2016