Developing and Implementation of a Structured Sales Program

by Scott C. Gladden, Corporate V.P.; Marketing and Business Development, AGRA Earth & Environmental Inc.,
Arnold Olitt, Deceased,

Part of: Marketing and Selling A/E and Other Engineering Services: An Essential Guide to Creating Your Own Program


A structured sales program applies both to your existing clients and to your new business prospects. It consists of three parts: (1) the setting up of an existing client and prospect list; (2) the establishment of a record keeping and communications system; and (3) the making of contacts.

Subject Headings: Client relationships | Existing buildings | Communication systems


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