I've given a great deal of thought to what you said about buying an "off-the-shelf" performance appraisal training system. I'm more convinced than ever, however, that a customized system would be particularly effective for your company for the following reasons:
It allows each department, and each level within each department, to be evaluated more accurately than off-the-shelf systems provide.
Our customized training programs keep pace with the changes in your company, so the system is always up-to-date.
Customization is done by our staff, which avoids tying up your personnel department.
Before we meet again, you might like to contact three people (see attached) for whom we've recently implemented customized performance appraisal training. They're all from organizations as large and complex as your own. They'd be happy to tell you why they opted for customization over packaged training.
I'll call you next week to discuss implementation.
Cordially, Robert Bradley
Dear Linda,
Do you recognize the enclosed report that I've labeled Exhibit 1? It was produced by your marketing department and distributed to a number of clients. I think it does a reasonably good job of telling your company's story.
Now look at Exhibit 2. Your marketing department asked me to show what my desktop COLORcopy copier could do to make the same report a bit zippier. What do you think? The marketing people can't believe it, but there it is. Look how vivid the same black and white charts are in color, how headlines and key points jump off the page.
I'd like the opportunity to demonstrate the COLORcopy copier (in your office) to show you how easy it is to operate, and give you an idea of how inexpensive it is to create sparkling color copies. Think of the time and money you can save by having in-house capabilities.
Your marketing manager, Bill Dickson, asked that you review the COLORcopy copier for possible purchase. When would be a convenient time for a demonstration? I'll call to get your schedule.
Sincerely, Jim Winsome
Dear Phil,
Picture this. Your fellow exhibitors are in work clothes, they're sweating, and they're struggling to get their booths set up in time for the grand opening.
You, on the other hand, walk in with every hair in place, cool and collected, and dressed for the ribbon cutting. You walk over to a black box in your booth, undo the single strap, and push a red button. Within just 30 seconds, your booth has completely opened and locked in place. You're ready for show biz!
Don't you feel really special when you're the first in the field to have something new? Sure, in a year or so as word gets around, everyone will want to use the BARNSTABLE INFLATABLE DISPLAY. But right now you have the chance to enjoy that heady experience of being first.
We haven't heard from you since you sent for literature, but with the fabrications show coming soon, it's time for you to get serious about making your next booth a BARNSTABLE INFLATABLE DISPLAY. As a reward for being "first in the field," we'll take 20% off the already low price.
I'll call you next week to get a shipping address.
