Case Study: Achieving Success with a Corporate Sales Representative Program

New Jersey Lottery

Strong corporate retail partnerships are important to a lottery’s success. By providing chain retailers with excellent customer service and sales solutions, lottery sales representatives can help foster these relationships and maximize lottery sales growth.

To help support corporate chain stores that sell lottery, the New Jersey Lottery established a Corporate Sales Representative (CSR) program. After one year, the program increased both sales and engagement with in-store personnel and corporate level contacts, securing a long-term relationship with the corporate accounts.

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Case Study Authors/Contributors:
Laura Antos, Senior Manager, 360 Marketing Operations
Wylie Dillard, Vice President, Sales, Northstar New Jersey
Eric Genthe, Director, Corporate Accounts, Northstar New Jersey
Mike Murphy, Senior Manager, Corporate Accounts, Northstar New Jersey

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