A leading global manufacturer and supplier of building products merged with a leading U.S.-based building supplier to form a $4 billion global building products company with market leadership across Asia, Australia and the Middle East. Operations are coordinated from Kuala Lumpur, Malaysia where the global headquarters are located. Company sales offices and manufacturing facilities are established throughout Asia, Australia, New Zealand and the Middle East to provide local expertise and support to an extensive distribution and sales network that has been operating for more than 25 years. Prior work between the U.S.-based building supplier and Carew International resulted in this training initiative being awarded to Carew.
Specific Client Performance Challenge (GAP)
The merging of these two multi-cultural companies naturally required a blending of separate sales forces. The objective of establishing a single, common sales language and culture across the organization was the driving force behind implementing Carew’s Dimensions of Professional Selling™ (DPS) sales process.
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