Customer-facing employees at Medrad Inc a US manufacturer and distributor of high tech medical devices, used the MEDRAD Sales Process as its primary vehicle for building and managing customer relationships. The process was adopted from Xerox Learning Systems, and each of the main process steps was an umbrella for other steps that were or were not be taken depending on customer needs. The process integrated Sales, Service and Clinical Support into one ongoing process, ensured a consistently posit...

BPIR Categories

1.3.1 Build customer relationships
4.2.1 Manage sales & sell products & services

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