ORLANDO, Fla. — Initial results of a pilot project aimed at developing “The New Generation Sales Call” were discussed yesterday at the U Connect Conference, sponsored by GS1 U.S. and held here. Executives from the pilot participants — Wegmans Food Markets, J.M. Smucker, Procter & Gamble and Oracle — were on hand. The participating companies “all believe in the value of the New Generation Sales Call,” said Lori Bigler, manager, business technology standards, J.M. Smucker. “We’re better organized and rely on common goals and measures. Sales growth and trends data is available in the same place. An alert tool provides us with early indications of issues. And we have Internet access to data that helps us prepare for sales calls.” Most of the successes in the pilot, which runs through mid-June, have come from “eliminating disruptions” to sales calls as a result of greater visibility and the use of subject matter experts at the companies, she noted.
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