Selling 9th Edition by Stephen Castleberry,John Tanner

تمرين 6

Underground Construction magazine is a publication with special appeal for any contractor, municipal manager, or engineering professional involved in the construction, rehabilitation, and remediation of underground pipeline systems. The magazine covers the entire underground utilities infrastructure market, including water/wastewater, oil, gas, telephone, cable, and power. Each issue of the magazine includes latest news, changes in technology, and significant innovations that can be used by industry professionals in managing their underground construction projects.
Andres Orrino is a salesperson for Underground Construction , and his territory includes all of states each of the Mississippi River in the United States. In a few weeks, Andres will be calling on Takeuchi, a company that makes track loaders. Track loaders are used in underground construction projects for a variety of tasks. Takeuchi has never advertised in Underground Construction magazine. Andres is not sure if anyone from his magazine has ever even called on Takeuchi.
Assume that you are Andres Orrino. List your call objectives for your first call with the marketing director for Takeuchi. Develop a three-call follow-up schedule and list the objectives for each call.