To help provide distributors' sales personnel with the proper support and information to effectively sell circuit-protection products, Gould Shawmut, Newburyport, Mass., is launching a new targeted approach to its 1999 "BusinessBuilder" training efforts.

In the coming year, Gould's sales agents will better meet distributors' needs and schedules by providing sales personnel with flexible, segmented training sessions. This approach differs greatly from the industry standard "all hands, lunch-and-learn" sessions, and it better equips distributors' front-line staffs with the solutions-oriented information they need to efficiently sell circuit protection products.

Some features of the concise, solutions-based format include to-the-point information bytes with plenty of time for question and answer sessions; addressing the purchasing "hot buttons" of distributors' clients and the profitability of circuit-protection products; and individualized attention that addresses the unique informational needs of counter, inside-sales and outside-sales personnel, which departs from the one-session-fits-all instruction mentality.

For more information call 978-462-6662 or visit the company's Web site at www.gouldshawmut.com.

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