When researching for a meeting many salespeople focus purely on the company itself.
Yet to demonstrate broader understanding and create value there are three areas to consider.
1. Company - e.g. people, objectives, cash flow, culture, processes,resource.
2. Market - e.g. competitors, buyer trends, technological advances
3. Global - e.g. economies, exchange rates, social changes, world events.Possible sources of customer (and competitor) information
Directories
• Kompass Register http://www.kompass.co.uk/info/op_ukk_register.htm
• Who owns whom
• Dun & Bradstreet
• Stock Exchange Year Book
• Yellow Pages
• Kelly’s Directory
BRAD http://www1.bradinsight.com/
Most of these are available in your local library ( Reference section). For more specialist directories consult the Directory of Directories.
Official, semi-official and professional bodies
• Professional Institutes and Trade Associations
• Companies House - http://www.companieshouse.gov.uk/
• Small Firms’ Information Centre
• Embassies (export trade, etc)
• Chambers of Commerce - Export Credit Guarantee Department
• H M Revenue and Customs
• Local Councils - planning authorities, etc
Department for Business Innovation and Skills http://www.bis.gov.uk/
You can obtain information about these from the Internet, telephone directories and/or your local library.
Most of these are available in your local library ( Reference section). For more specialist directories consult the Directory of Directories.
Official, semi-official and professional bodies
• Professional Institutes and Trade Associations
• Companies House - http://www.companieshouse.gov.uk/
• Small Firms’ Information Centre
• Embassies (export trade, etc)
• Chambers of Commerce - Export Credit Guarantee Department
• H M Revenue and Customs
• Local Councils - planning authorities, etc
Department for Business Innovation and Skills http://www.bis.gov.uk/
You can obtain information about these from the Internet, telephone directories and/or your local library.
Websites for
Economist Magazine http://www.economist.com/
Financial Times http://www.ft.com/home/uk
Director Magazine http://www.director.co.uk/
Other Sources
• Internet/intranet
• Advertisements
• Mailing lists/circulars
• House journals/magazines
• Union publications
• Exhibitions, seminars, conferences
• Vehicles (addresses, email and telephone numbers)
• Personal canvassing
• Observation
• Local radio and television
• The local/regional/national press (e.g. city pages, classified advertisements)
• Trade journals/publications
• Business contacts (e.g. other salespeople in non-competitive industries)
• Social contacts
• Individuals in your own company (e.g. finance, marketing, sales managers, service engineers)
• Your existing company records
• Associate companies
• Existing customers
Economist Magazine http://www.economist.com/
Financial Times http://www.ft.com/home/uk
Director Magazine http://www.director.co.uk/
Other Sources
• Internet/intranet
• Advertisements
• Mailing lists/circulars
• House journals/magazines
• Union publications
• Exhibitions, seminars, conferences
• Vehicles (addresses, email and telephone numbers)
• Personal canvassing
• Observation
• Local radio and television
• The local/regional/national press (e.g. city pages, classified advertisements)
• Trade journals/publications
• Business contacts (e.g. other salespeople in non-competitive industries)
• Social contacts
• Individuals in your own company (e.g. finance, marketing, sales managers, service engineers)
• Your existing company records
• Associate companies
• Existing customers
Merchant Banks -industry specialists ( per sector) e,g, listen out on Radio 4 Today programme for spokespeople from the likes of Dresdner, Investec, UBS and the Stockbroker pundits.
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