Exploring the Net (See related pages) One of the most important aspects of planning for a sales call is obtaining information about the prospect's organization. Sometimes this information can be obtained from the prospect's home page. Visit at least two of the Web sites listed here and answer the questions that follow. www.ibm.com www.ge.com www.eaton.com www.viewsonic.com www.pg.com www.pepsico.com www.motorola.com www.aarp.org www.aaa.com www.harley-davidson.com www.hasbro.com www.xerox.com www.safety-kleen.com www.samsungcorp.com www.sbc.com Look at the list of questions in the "Obtaining Precall Information" section in this chapter (Is this a manufacturing, wholesaling or retailing organization? How large is it? What products of services does it provide? and so forth). Which questions can be answered simply by studying the company's home page? Why is it always wise to view a prospect's home page before making a first visit?
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Home > Chapter 8 > Exploring the Net

Course-wide Content Associations and Publi... What Sales Managers Lo... Examples of Entry-Leve... Glossary

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Choose a ChapterChapter 1Chapter 2Chapter 3Chapter 4Chapter 5Chapter 6Chapter 7Chapter 8Chapter 9Chapter 10Chapter 11Chapter 12Chapter 13Chapter 14Chapter 15Chapter 16Chapter 17

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