Technical skills for packaging sales

This study addresses technical skills for packaging sales. Basedon the results of the study, a training manual and course ofinstruction have been developed to introduce an innovativeapproach to packaging sales. "Technical Skills for PackagingSales" defines the packaging sales professional, or PSP, a newkind of professional combining the skills of the salesperson withexpertise of an engineer. Firmly grounded in the customer--comes-first philosophy, the PSP is a problem solver, able toevaluate any packaging application to satisfy the customer'sneeds. "Technical Skills for Packaging Sales" explains anengineer's approach to packaging, including analyzing details,writing specifications, reading drawings, evaluating materials,understanding manufacturing machinery, flow-chartingapplications, solving problems, and writing proposals. Theaddition of the engineering perspective to the sales person'sselling skills creates a versatile PSP- It also establishes acommon ground between the two professionals and builds a longterm working relationship with the common goal of solving thepackaging problem.