Welcome to the Sales Tools page of the FEG Handbook. In this section, you will learn about the organization of our sales and marketing departments, our selling channels, and our channel partners. ITW places a very high degree of focus on the development and practice of sales excellence in support of high-quality organic growth. Not only will this section help you to better understand the team and responsibilities, but important information on two key components of sales excellence is also found here – Sales Process and Platform (CRM) are key to the long-term success and evolution of our selling teams, and this section includes a wide range of supporting information.
General Information
In this section you will find general information about the sales and marketing organization that does not fall into either of the specific headings named below.
Sales Marketing Organizational Charts
Concentrated Selling
Concentrated Selling generally refers to highly focused targeting selling to a specific (known) customer, typically with a long and regimented sales cycle. While a larger institutional project could certainly fall into the category of concentrated selling, in this section we will be focusing primarily on selling to a known chain customer (food service or retail). This section will include account responsibility lists for our (two) concentrated selling teams, as well as other documentation that supports sales excellence through process or platform (CRM) usage.
Click the following links to download:
Training: CRM Basics
Training: Opportunity Management in CRM
Training: Outlook and CRM
CRM Enhancements (12/20)
Install Supporting Applications - NAMs
Concentrated Sales Process - Updated July 2023
Retail National Account Assignments (2021)
2023 Foodservice National Account Assignments
Opportunity Operational Definitions
Dealer Sales
In this section you will find more information on our most fragmented selling channel, our Dealer Sales organization. The term “fragmented” refers to the complexity of the dealer channel, including but not limited to the roles of the dealers themselves, buying groups, consultants, architects, GCs, and of course the end user. There are many widely ranging points of influence. This channel may broadly be sub-divided into two areas of focus, project work and street business. With project work we typically have good relationships and have been engaged with the end user and the specifier. For street business, it is generally assumed that we do not know the end user, and that the dealer is acting without us as an extension of our selling team. Both of these areas are very important to the FEG brands, and each one is very different from the other. This section will include territory maps for our dealer sales team, as well as other documentation that supports sales excellence through process or platform (CRM) usage.
Click the following links to download:
Training: AQ Projects
Training: Opportunity and Outlook
Training: Exercises for CRM
Install Supporting Applications
Territory Maps
