Phase 2 STS new user development program. Volume 4: Guidance/instructions for representatives

The overall STS New User Development (NUD) Function is shown. The user development function is directly responsible for implementing the strategy derived to develop a specific, prospective new user. The burden of actually developing the user falls on the NUD representative, and the success of his user contacts will depend upon how well he is prepared to interface with the user. The guidance/instructions as to what a NUD representative needs to know about the prospective user, and the type of data he should provide when calling on a potential user, are presented.