The installed sales manager

By Roy Burleson

TITHERE are a myriad of compelling reasons to offer I installation services for your customers. However, just because customers appreciate or even demand the service doesn't mean you won't have troubles or challenges along the way and management is usually at fault.

When top management is not fully committed to the concept, they frequently don't provide the proper climate for the program to succeed. When the staff views installed sales as another program de jour, they rvon't support or promote it. It's management's job to insure everyone in the company internalizes the concept. (Review, this coluntn in the July, September and November BPD./

However, top management isn't the number one issue.