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CASE STUDY - Gunning for Sales Promotion
CLIENT:Graybar,
a billion-dollar electrical and communications equipment distributor
GOAL: Assist
Graybar Sales Team in achieving their annual sales goals.
CHALLENGE: Create
a sales incentive program enthusiastically embraced by the
exclusively male sales force.
ACTION: Cavanaugh
created a sales incentive program based on the theme “Top
Gun” featuring merchandise and apparel that reflected
the lifestyle of an Air Force jet fighter ‘Ace.’
The theme was eagerly embraced by the sales force resulting
in three consecutive years of the company hitting sales growth
goals.
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