Concentra Corporation Awarded Contract from Bailey Controls for SellingPoint Industrial Consultative Selling Software.BURLINGTON, Mass.--(BUSINESS WIRE)--Aug. 21, 1997-- Concentra Corporation (Nasdaq:CTRA CTRA Canadian Therapeutic Recreation Association CTRA College Terrace Residents' Association CTRA Canadian Telecommunications Resellers Alliance CTRA Committee To Restore America ), a leading supplier of sales and engineering automation software solutions, and Bailey Controls, a leading supplier of industrial and process controls, recently signed a significant contract for SellingPoint Industrial, Concentra's consultative selling Consultative selling emphasizes customer needs and meeting those needs with solutions combining products and/or services. A consultative salesperson typically provides detailed instruction or advice on which solution best meets these needs. system. SellingPoint Industrial increases the effectiveness of sales organizations, enabling global industrial sales forces to quickly zero in on a customer's functional requirements See information requirements and functional specification. (specification) functional requirements - What a system should be able to do, the functions it should perform. , custom configure See configuration. (software) configure - A program by Richard Stallman to discover properties of the current platform and to set up make to compile and install gcc. Cygnus configure was a similar system developed by K. the ideal solution and generate a highly specific, tailored proposal at the point of sale. SellingPoint Industrial makes critical back-office information available to the front office in real time, on a laptop or via the Internet, to increase sales throughput and order accuracy. "SellingPoint Industrial will help us sell more by dramatically increasing the effectiveness of our sales force in bid/proposal and configuration activities as well as our ability to respond to our customers in a timely and comprehensive manner," explained Donald Anthony, president of Bailey Controls. "We tried other commercial configuration products in the past and have made the strategic decision to base our next generation field selling tools on Concentra's SellingPoint. Concentra's expertise in the industrial equipment and controls marketplace, coupled with their unique consultative selling technology, will help enforce our leadership position in marketing total process control systems to our clients." "It is very exciting to be selected by Bailey Controls, a world leader in process control systems, as their partner of choice for field selling tools," stated David Lemont, COO of Concentra Corp. "We believe that SellingPoint Industrial will accomplish Bailey's goal to bring the knowledge of their best sales engineers directly to the point of sale and increase the effectiveness of their field selling teams. Bailey Controls is the latest in a growing number of industrial companies, including HK Systems, Dayco, General Signal, EGT EGT Exhaust Gas Temperature EGT Equal Gain Transmission EGT Estimated Ground Time EGT Equivalent Granular Thickness (numerical cale for roadway evaluation) EGT Enhanced Ground Testing EGT EndGame Tournaments LLC and Nokia Telecommunications, who have selected our technology to increase sales effectiveness, obtain a substantial return on investment and win a significant competitive advantage." Bailey Controls Bailey Controls is a unit of Elsag Bailey Process Automation (NYSE NYSE See: New York Stock Exchange :EBY EBY Ente Binacional Yaciretá (Argentina-Paraguay) ), one of the world's leading suppliers of control systems, process instrumentation, analytical measurement products and related professional services (job) professional services - A department of a supplier providing consultancy and programming manpower for the supplier's products. . Elsag Bailey technologies are marketed worldwide through a network of operating units operating unit A type of operating company that engages in transactions with outsiders and that is owned by another business. For example, in 1995 the stockholders of Capital Cities/ABC approved a $19 billion merger with the Walt Disney Company, whereupon in more than 30 countries. About SellingPoint SellingPoint, technology for building consultative selling systems, increases sales throughput while significantly trimming sales cycle time and cost per sale for market-leading companies in the electronics, high technology and industrial products industries. SellingPoint's unique technology empowers salespeople sales·peo·ple pl.n. Persons who are employed to sell merchandise in a store or in a designated territory. to interactively and consultatively capture customer needs and engineer the optimum solution, not just a valid configuration. By bringing back office knowledge to the point of sale, SellingPoint expedites purchasing decisions and positively revolutionizes the buying experience. Concentra Corporation Concentra Corporation is the leading provider of sales and engineering software solutions for empowering the knowledge-based organization. Using Concentra's object-oriented software, market-leading companies worldwide in the aerospace, automotive, industrial products and high technology industries are creating customer-driven sales proposals, product configurations and designs in minutes, not months. Headquartered in Massachusetts, the company operates from offices throughout the United States United States, officially United States of America, republic (2005 est. pop. 295,734,000), 3,539,227 sq mi (9,166,598 sq km), North America. The United States is the world's third largest country in population and the fourth largest country in area. , Europe and Asia. For more information, contact Concentra Corporation, 21 North Avenue, Burlington, MA 01803-3301, Tel: (800) 229-7422, Fax: (617) 229-4700, or http://www.concentra.com . CONTACT: A. Lavin Communications Andrew Lavin/Eileen Shell 212-354-2266 alavincom@aol.com OR Concentra U.S. Janet Page 617-229-4669 jpage@concentra.com |
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