Added: (Tue Apr 03 2001)

Pressbox (Press Release) - World-leading SPIN® Selling Skills to be marketed with SHL Assessment Services

Huthwaite International, the global supplier of sales effectiveness training, today announces a marketing alliance with SHL, the internationally-renowned supplier of assessment and development solutions. The alliance covers Huthwaite’s SPIN® Selling Skills training model which is used by many of the world’s most respected companies, as well as large, small and medium sized enterprises in the UK and across Europe, now complemented by SHL assessment evaluation systems.

SHL and Huthwaite will be undertaking a joint marketing campaign which will highlight the importance of not only assessing and hiring the right people but also retaining them by developing their skills, enabling them to fulfil their potential and contribute effectively to the organisation.

SHL selection and assessment tools enable clients to evaluate candidates objectively against key competencies and therefore more effectively match the right people to the job. Ability tests, personality questionnaires, assessment processes and decision support systems form the core elements of the SHL solution, with the SHL Occupational Personality Questionnaire OPQ® , one of the world’s most used personality questionnaires.

Research is at the core of Huthwaite’s training models. Huthwaite has observed over 35,000 commercial transactions to evaluate what successful sales people do differently from those who are less successful – the result is a robust methodology which forms the basis for SPIN® Selling and other programmes such as Account Strategy for Major Sales and Negotiation Skills.

Roger Austin, Commercial Director, SHL UK said “Objective assessment, including psychometric tests, has established an excellent track record in establishing clear identification of training need, so essential for obtaining candidate ‘buy in’, the key to successful training initiatives. We look forward to working in partnership with Huthwaite to increase the effectiveness of sales training across the UK.”

Tony Hughes, Managing Director of Huthwaite International said: “SHL shares our belief in the importance of validated and reliable training models which consistently deliver high quality solutions for clients. This is one of the reasons we have been attracted to working with them. I believe that the relationship will prove successful for our clients as it adds value to the range of solutions which we are already offering them.”

Notes to editors
SHL (www.shlgroup.com) provides worldwide assessment and development solutions to address clients' strategic people challenges. Operating in 40 countries and more than 30 languages, the SHL Group devises innovative approaches to help organisations from all sectors of the world economy gain competitive advantage through the more effective use of their human resources. SHL is pioneering on-line delivery of effective assessment and development solutions.

Huthwaite International (www.huthwaite.co.uk), is one of the world’s leading skills research and training organisations. It specialises in training people to use “interactive” skills for effective sales and management practice. Based in the UK, the company operates world-wide through a network of branded international consultancies in Europe, the USA and Asia Pacific Region. The company was presented with a Queen’s Award for Export achievement in recognition of its focus on developing a successful global business.

Huthwaite has built and trained the effective use of success models in commercial processes for a diverse range of companies including:

ABB GE Corporation Price Waterhouse Coopers
Alliance & Leicester Giro Guidant Quadriga Worldwide
Bayer Diagnostics Hewlett-Packard Royal Bank of Scotland
Beckman Coulter IBM Sony
Cap Gemini KPN Telecom Snell & Wilcox
Dell Computer Corporation Lucent Technologies United Parcel Services
Desoutter Oracle Zurich Financial Services

For more information please contact:

Jonathan Brigden -
Tel: 020 7881 3232
e-mail: jonathanb@rppr.co.uk

Patricia Defty -
Tel: 020 7611 3552
e-mail: patricia.defty@ketchum.com

Tony Hughes -
Tel: 01709 710081
e-mail: thughes@huthwaite.co.uk

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