Dräger medical employs a team of technicians, who are maintaining the devices at the customer sites. This work also involves crucial interaction with surgeons and medical engineers, for example around complaints or explanations of repairs. This communication sets expectations for Dräger’s negotiation of contracts, user information, future service level and impacts the ability of sales people to negotiate new deals.
Dräger Medical France decided to invest in the interpersonal and communication skills of its 60 technicians. Based on positive experiences with Krauthammer’s management development and strategic selling programmes, Dräger France asked Krauthammer to develop a suitable training.
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