Tough Customers A sales trainee at Genuity Inc. sits in front of the computer. Through a series of simulations, the trainee tries to convince the customer to buy services from Genuity, an e-business solutions provider. He types in information on industry trends. He mentions the competition. He touts the company's services.
Nothing seems to inspire the customer.
Frustrated, the trainee logs off. He's the kind of prospect one sometimes finds as a field sales rep. The trainee is going through Virtual University, Genuity's e-learning program. The idea behind these training modules is that trainees need to learn how to do their homework before making the sales call. Genuity's enterprise sales tripled in 1999.