Use of the adequate language? we use a language of easy agreement, objective and without slang. The terms technician only must be used if the contact will be of the area or to demonstrate that it understands or it prefers to use them, of the opposite can create a bad image or a rejection in prospect. To know the company and what it offers is basic for a well done work and to reach the objectives, is not necessary to know all deeply the solutions, but the sufficient TO CREATE TUNNING with prospect, to guide it correctly and to give credibility to our speech. Basically it is important to know: – The segments where the company acts; – Its projection of market and what this adds of value for prospect; – The segment of prospect; – To awake the interest of prospect; – To establish and to keep a communication channel with the company; – To manage and to negotiate agendas of prospects and the executives; – To value the regional work creating an identification with prospect; – To search the contacts decisores; – To use the contribution of other employees of prospect to generate more contacts and/or to arrive the decisora person. – To identify to the companies ' ' no-qualificadas' ' , therefore the contact with them is different; – to respect the cycle of contacts, to fulfill the agenda with prospect and to generate new actions; – exactly when it does not have visit, an action must happen (sending of information, e-mails, etc). – to keep follow up brought up to date.

Procedures of contact for qualification when it is the first contact with the company (Suspect). Before binding for a company, she verifies if it has a site or information in the Internet for aid in the qualification process. When the company has a site is possible to shorten the qualification process, is basic information there that we need to raise, such as: The segment of the company How many units possess average Transport of the company If will not have a site, can still carry through a search in the Internet to inquire possible information. Made this, we go to the contact in itself. The main objectives of this contact will be: 1? To discover the segment of company 2 – Its monthly or annual average invoicing – Number of 3 employees 4 – Index of production (how many units produce, for example) These information must be placed in a business-oriented document of accompaniment – DAN – so that the executives carry through an efficient attendance faster e, diminishing the cycle of sales and anticipating information that go to facilitate the attendance.