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OBJECTIVES WHAT DOES YOUR CLIENT WANT TO ACCOMPLISH? IS THIS A REALISTIC OBJECTIVE?BJ J* .The Checklist Identification of Need vs. Want</ 6$ $2. MEASURING RESULTS DOES YOUR CUSTOMER HAVE RELIABLE DATA TO MEASURE AGAINST (STATUS QUO VS. NEW STATUS) DO THEY HAVE EVALUATION PERSONNEL AND TIME FOR EVALUATION?`9 <+ .The Checklist Identification of Need vs. Want</ 6$ $3. PROMOTIONAL PLAN TIME PERIOD / SPAN - IS IT ADEQUATE? PRODUCTS - APPROPRIATE FOR TARGET AUDIENCE? MASS APPEAL? SPECIAL PACKAGING? DISTRIBUTION PLAN?Nb, .The Checklist Identification of Need vs. Want</ 6$ $X4. BUDGET REQUIREMENTS NUMBER OF PEOPLE TARGETED? COST VS. BENEFIT COST PER IMPRESSION,AB-.The Checklist Identification of Need vs. Want</ 6$ $5. FOLLOW-UP ANALYZE THE FUNCTION OF THEIR BUSINESS ADOPT A PROBLEM SOLVING APPROACH ASK THE FOLLOWING QUESTIONS SO YOU CAN GET THE ANSWERS YOU NEED TO DO YOUR JOB,  ./ 1. WHAT PRODUCT OR SERVICE DO YOU SELL? 2. HOW LONG HAVE YOU BEEN IN BUSINESS? IN THIS MARKET? 3. IS IT A DECLINING, GROWING OR MATURE BUSINESS? 4. WHO GENERALLY BUYS FROM YOU? AGE,SEX, MARRIED, SINGLE, INCOME LEVEL, FREQUENCY OF VISIT? 0  5. HOW DOES YOUR PRODUCT / SERVICE REACH THE MARKETPLACE? 6. DO YOU EXHIBIT AT TRADE SHOWS? # PER YEAR? # ATTENDEES? REGIONAL? NATIONAL? INTERNATIONAL? 7. HOW MANY CUSTOMERS DO YOU HAVE NOW? LAST YEAR? 8. ARE YOU LOCAL, REGIONAL, NATIONAL, INTERNATIONAL?   1 9. WHO IS YOUR COMPETITION? WHAT DO THEY DO THAT YOU DON T DO? 10.HOW DO YOU POSITION - YOURSELF VS. YOUR COMPETITION? STRENGTHS VS WEAKNESS (REMEMBER THE AVIS CAR RENTAL ADS?) 11. WHAT OTHER FORMS OF MEDIA / PROMOTION DO YOU USE? COST PER IMPRESSION?2  %N2 12. WHAT ARE YOUR SHORT-TERM GOALS? (DO NOT ACCEPT "MAKE IT TO 5:00PM ) 13. WHAT ARE YOUR LONG-TERM GOALS? CAPTURE MORE MARKET SHARE? DRIVE UP STOCK PRICE? DEVELOP NEW MARKETS? HOW DO YOU INTEND TO REACH THEM?F #(!3 The challenge we face as salespeople is to become an influential part of the customers goal attaining team. 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The items or products we use in a program are not as important as how they......P R( 00K$$: THIS PROCESS BECOMES A.... WHETHER IT S ONE ITEM OR ONE THOUSAND! UTILIZING PROMOTIONAL TECHNIQUES TO REACH THE CLIENTS OBJECTIVES!Lr(H.C;TODDISMS `<TODDISMS BDRESS SLIGHTLY BETTER THAN THE COMPETITION. LAUGH NO FEWER THAN TEN TIMES PER DAY. GIVE YOUR CUSTOMER EVERY REASON TO DO BUSINESS WITH YOU! CALL ON THAT BIG BUILDING - WITH THAT FUNNY NAME. ASK, OR YOU WILL NEVER KNOW.@yO=TODDISMS BDO NOT ACT ALONE; NETWORK - COMMUNICATE - COMMISERATE - INVESTIGATE - ASK! BRING MORE TO THE TABLE THAN PRODUCT; EVERYBODY HAS PRODUCTS. ACCEPT NO GRACEFULLY NEVER SUBSTITUTE COLOGNE FOR DEODORANT. REPS ARE YOUR FRIENDS*Y>TODDISMS BSAY WHAT YOU WILL DO - THEN DO IT! WAIT FOR THE RESPONSE TO YOUR QUESTION. SPEAK HIGHLY OF YOURSELF AND YOUR COMPETITION. IDENTIFY THE DECISION MAKER...YOU! TOO MANY CHOICES BREED INDECISION. WHEN YOUR WORK SPEAKS FOR ITSELF, DON T INTERRUPT.*V? TODDISMS BIF YOU THINK YOU CAN. 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