Guide to Internet Resources

Adobe PDF ebook $19.00

 

Introduction

The Internet has truly revolutionized how we access and retrieve information. It provides the ability to quickly and efficiently research client organizations at three levels of learning, namely:

• The client's industry
• The clients organization
• The client executive

This guide will provide you with an introduction to some of the sites that you'll find useful in researching your clients. In addition, we'll provide you with numerous other sources that you should consider to using to perform that research many of these more traditional sources can easily be overlooked in this new era of Internet access!

That said, knowledge navigation via the Internet is the new skill that salespeople will have to master in order to effectively compete in today's new world of selling.

Throughout the guide we will provide information on approaches to researching companies and links to numerous other sites, all focused on helping salespeople reduce the amount of time it takes to perform effective research on clients and prospects.

 

Guide to Internet Resources
Table of Contents

 

Introduction
Tools of the Trade: Internet Browsers and Search Engines
Three Levels of Client Learning
Sources of Information
Putting it All Together
Web Sites for General Research

• Industry Knowledge
• Client Knowledge
• Information About Client Executives

Other Online Information Services
Supply Chain Models
Preparing for that Critical First Call on a Client Executive
Activity: Use the Internet and Other Sources to Research Your Client

 

Worksheets:

 

Consolidating Information from the Internet and Other Sources

 

Excerpts

 

3 levels of client learning

Just a few of the sources identified to help you research a company

Sample Internet resource "partial" description: