Sales & Marketing Management

Here is some key information that you need to know.

Salesperson's company Its history

Its policies

Its objectives

Its organizational structure

Company's product/s and

service/s

History

Source

Uses and applications

Special features and benefits

The prospect Know who is the owner

Know who are decision makers

Learn as much as possible about the prospect's

business

Learn about their current market activity

Be aware of changes or trends in their business

Be aware of special projects

Try to determine their apparent market strategy

Assess possible strengths and weaknesses

Check on past services used with your company

and the competition and check on the results

that were obtained

This research will often reveal possible hot buttons to use when calling for an
appointment and it will make it easier to relate to the prospect.

Prepare your telephone call by writing down the key questions or points.