Work

Caterpillar
Caterpillar Undercarriage Sales Training

Clark Marketing project deliverables completed as sub-contractor to Simantel.

Caterpillar turned to Simantel Group, Peoria, for a solution to make their Undercarriage training materials more interactive and successful. Simantel Group tapped Clark Marketing for the strategy and writing components.

With a goal to expand on the basic product information contained in previous courses, this course focused on equipping sales representatives with the sales skills they need to effectively communicate the Caterpillar value proposition to customers. Lastly, by equipping Caterpillar instructors with tools that were focused, detailed and user-friendly made the delivery of training content easy, cohesive, and consistent to sales representatives.

All components related to the project were developed by Clark Marketing, including:
• All course content, delivered over two days
• A comprehensive, 150-page trainer’s guide
• The 70-page participant workbook, developed to be a lasting resource
• A 100-page role-play guide directing the participatory exploration of sales scenarios
• PowerPoint presentations for use in training sessions
• Quick reference cards hitting high-value content for sales reps
• Complete set of resources for workshop post-testing and evaluation

Currently in its first phase of usage, both the programs’ pilot testing and launch have proved to be immediately successful for Caterpillar. Positive evaluations from course participants have been matched by instructors citing great value in the cohesive and highly interactive nature of detail in the materials.