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TOM JAMIESON

Some brief info on Alltel. Alltel is the fourth biggest cell phone carrier in the U.S.Alltel has been in Michigan for only two years.Some major corporate accounts are The State of Michigan, Consumers Energy, and Michigan State Athletics. Some brief info on Tom. Attended MSU with a full ride golf s

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TOM JAMIESON

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    1. TOM JAMIESON ALLTEL BUSINESS SALES REPRESENTATIVE

    2. Some brief info on Alltel Alltel is the fourth biggest cell phone carrier in the U.S. Alltel has been in Michigan for only two years. Some major corporate accounts are The State of Michigan, Consumers Energy, and Michigan State Athletics

    3. Some brief info on Tom Attended MSU with a full ride golf scholarship Tom did not make the PGA, so he worked at a country club Tom Has worked for Alltel only since January He is ranked number two in sales for 2004

    4. Tom�s proposal process The first genre is called �Prospecting calls� 10-15 cold calls are required per day It is important to be upbeat, but not overwhelming. The Dreaded �Gatekeeper� The one on the other end of the phone filtering the calls You must convince them first that you can save the company money.

    5. Once you make it past the Gatekeeper Set up a meeting as soon as possible This genre is most effective, and is desired by his boss. Obstacles Those in charge are too busy for a meeting They just want something faxed so they can look at it later.

    6. Meetings Fact Finding Meeting Obtain as much information on the potential customer as possible If the facts are not correct than a future proposal can be quickly ruined Do a follow up call after first meeting Review any missed information Establish a date for a Proposal Meeting

    7. The Proposal Make it as simple as possible Cell phones are confusing enough, keep out the jargon Follow the template provided by Alltel, filling it out as needed The proposal consists of three parts

    8. Part 1: Product Brief history about Alltel The client views Alltel as a potential investment. Contact numbers Let them know who to call in case of a problem The goal is to provide trust

    9. Part 2: Price Explanation of rate plan cost and price of phones. Charts are given to display savings compared to competitors

    10. Part 3: Support This page includes a schedule of implementation There is an expiration date so the customer does not procrastinate

    11. The Keys to Successful Promotional Writing (according to Tom) The genres must be consistent with each other If there are discrepancies trust will be broken Follow up with the customer This can be done via e-mail or phone calls A happy customer can lead to more business

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