...Lee, President, KLA Group Let's Get Connected Email is so much easier to use for prospecting than the phone. You can write it at any time day or night. You don't have to worry about being hung up on and you won't catch your client "at a bad time." But it's also easily deleted with no response. When you put yourself into your email, your chances of getting prospects to respond escalate. You stand apart from the other sellers who blend together as Inbox clutter. Sound hard? It doesn't have to be. You know that it's your personality and message that distinguish you on the phone. But, when you write, you have to be really careful that the words you choose let your personality shine through. If your prospect can't feel your personality, you're no different than any other seller trying to get time on his calendar. Here's the story of two sellers I've been working with and their very different email prospecting results: Eric, who follows the email prospecting rules perfectly, and Mae, who breaks the rules and allows her personality to shine. Eric sells IT maintenance services. He does most of his prospecting via email because he doesn't like to cold call. He has an outstanding value proposition including impressive financial results clients have received in reducing unplanned IT expenditures. Eric adapts his value proposition to the group he's targeting and follows all the email prospecting best practices. Limits the length to 4-5 sentences Uses only 1 link Includes a tag line...
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...Legislative Brief The Mines and Minerals (Development and Regulation) Bill, 2011 The Bill was introduced in the Lok Sabha on December 12, 2011. The Bill was referred to the Standing Committee on Coal and Steel (Chairperson: Kalyan Banerjee) on January 5, 2012. The Committee was scheduled to submit its report in the last week of the Winter Session 2012. Highlights of the Bill The Bill requires every person to obtain a license or lease for carrying on mining or related activities. A new concession instrument called a High Technology Reconnaissance-cum-Exploration License has been introduced. The Bill provides for two methods of granting a mineral concession – competitive bidding where mineralisation is established and first-comefirst-serve otherwise. A District Mineral Fund (DMF) will be established in each district where there are mining operations to make payments to affected persons. A mining leaseholder will pay an annual amount to the DMF for the benefit of affected persons. This will be equal to 26 per cent of profits in case of coal, and royalty paid during the year for other minerals. Mining leaseholders will be liable to provide annual compensation and at least one non-transferable share to persons affected by mining operations. Recent Briefs: The Higher Education and Research Bill, 2011 December 28, 2012 Key Issues and Analysis The Bill permits allocation of mineral concession in tribal areas to a nontribal. There are two conflicting Supreme...
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...commercial off-the shelf package is in need to support administrative information systems of Bandon Group, so Office Machines Dealership (OMD), which supports the meter-based billing application, is adopted. By 2010, the four divisions were connected to the central OMD system, but data migration was hard to achieve due to its lack of flexibility. Under the decentralized sales strategy, divisions begin to adopt different sales tools to boost their sales volume in their respective market. Although Pivotal, a sale prospecting system was introduced to all of the divisions, it was used to a varying degree and worked for various purposes. For example, at Bandon Phoenix, Pivotal applications enable sales forecasting, customer retention, sales analysis and sale compensation. At Bandon Portland, a new Microsoft CRM package is used. Microsoft CRM is compatible with Microsoft Office application, but is fails to integrate with the proprietary OMD database. At Bandon Salt Lake, a sales prospecting package named Soaring package is adopted to help lead management. In...
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...Sciences, engineering etc. The entry requirements for a degree programmer vary greatly depending on the university and course. It may be possible to gain sponsorship from a potential employer during training, which will almost guarantee a job at the end of it. JOB PROFILE—INSIDE SALES REPRESENTATIVE POSITION SUMMARY This is an entry level sales position. The successful Inside Sales Representative will develop the tools to close business with short sales cycles (2-4 months). They must be comfortable working with a large number of customers while prospecting for new business. This person believes that the best way to serve customers is to communicate in a timely, professional, and courteous manner. They must be able to maintain strong working relationships externally and internally, not be afraid of prospecting/cold calling, and build rapport with all types of individuals. The Inside Sales Representative is engaged in prospecting, qualifying,...
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...real estate company directly with the owner and broker of the company. I was involved in a lot of prospecting and I made a lot of cold calls that generated high end listings for the company. My understanding of insurance is that insurance is a form of risk managemement primarily used to hedge against risk of a contingent, uncertain loss. My interest to work for an insurance company has to do with my interest in customer satisfaction and keeping up with the credibility the cooperators has built with their existing customers for as long as they have existed with the company. My honesty and efficiency will help me build up my skills and in the process of my studies hopefully pursue other positions within my field in the company. The Co-operators have been in existence since 1945 and are one of the fastest growing insurance providers in business. I see the potential of learning and acquiring quality experience and also career growth within this company and my eagerness to learn and input my strengths into the success of the company is my aim and plan for starting at the basic step as an administrative assistant. It will be a pleasure and honor working for a reputable insurance company such as yours. Do you think you would be comfortable cross –selling, up-selling, making prospecting calls? Why? Why not? I am absolutely comfortable with cross-selling, up-selling and making prospecting calls. Cross –selling and up-selling usually involves existing customer accounts and customers...
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...Institute of Azerbaijan National Academy of Sciences Position: High Laborant, Baku, Azerbaijan “Geology institution” 14.08.2012 – 03.09.2012 Position: BP Summer Field Course/Geologist Responsibilities:. * To carry out prospecting in the Absheron Peninsula. * To study the geological conditions of the Absheron Peninsula * To compile maps * Study rock samples, minerals and fossils to determine any presence of * Petroleum deposits. Professional Profile * * Team player * Analytic thinking * Solid educational background * Ability to work under high level of pressure * Ability to achieve results under tight deadline * PC-friendly * Unbiased * Factual * Open-minded personality * Ability to hold sophisticated brainstorming sessions * Very well organized * Ability to pay the attention to small details Education Azerbaijan State Oil Academy (Master degree-correspondence) Faculty: Geological exploration Discipline: Geological prospecting and exploration of oil and gas fields 2011-2013 Baku State University (Bachelor degree) Faculty: Geology Discipline: Geological prospecting and exploration of mineral resources Bachelor degree diploma (2006-2010) Secondary School №65, Baku 1995-2006 Languages | Writing | Reading | Speaking | Azeri | Fluently | Fluently | Fluently | English | Good | Good | Good | Turkish...
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...Integrated Case Study: Bandon Group Inc. Monique Davis Strayer University Dr. Stephen Huber 1-20-13 The Bandon Group Inc. is a family own company that is a distributor of copiers, electronic printers, faxes and other equipment. The company’s competition includes IBM and Xerox. Bandon Inc. has four divisions located in the western parts of the United States in states such as Salt Lake City, Arizona, Denver and Portland, where their corporate head quarters is located in Arizona (Sumner, 2005). After the company was split into four division each division has tried different ways to determine how Information Technology can improve the overall needs of the company. Each division attempted many different ways to implement its own Information Technology systems but was unsuccessful and cause errors with duplication, migration, data migration, technical support and training for four sales prospects and CRM solutions. Because of this it put the company at a disadvantage not allowing them to compete with the competition (Sumner, 2005). Step 1: Purpose and Scope of Study The purpose and scope of the case study, Bandon Group Inc. is to figure out a way that Information Technology can overall support the companies mission, goal, objectives, and opportunities. Changes need to be made to both the internal and external factors of the company. The company needs to find a ERP system that will be able to improve the...
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...Integrated Case Study: Bandon Group Inc. John Wilson Dr. Ashley Johnson 7/31/13 The Bandon Group was founded in 1953, and is still a family own company that is a distributor of copiers, electronic printers, faxes and other equipment for mid market companies. The company’s has effectively competed with IBM and Xerox by offering mid tier equipment at competitive prices. Bandon Inc. has four divisions located in the western parts of the United States in states such as Salt Lake City, Arizona, Denver and Portland, where their corporate head quarters is located in Arizona (Sumner, 2005). Over time the Bandon Company’s sales became successful which allowed growth. Since splitting into four divisions, each division has tried different attempts to determine how a new Information Technology can improve the overall needs of the company. Each division attempted many different ways to implement its own Information Technology systems that the whole company could benefit from. The attempts were unsuccessful and caused errors with duplication, migration, data migration, technical support and training for four sales prospects and CRM solutions. Because of this it put the company at a disadvantage not allowing them to compete with the competition (Sumner, 2005). Step 1: Purpose and Scope of Study The purpose and scope of the Bandon Group Inc. case study is to identify a way that...
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...Introduction The Bandon Group is a family owned distributor of copiers, electronic printers, faxes and other office equipment who provides high quality equipment and superior customer service at cost effective prices. Their continued success, beginning in 1972, led them to expand into information systems consulting, document outsourcing, and document management services, by 1994. After experiencing exponential growth due to their good reputation, they found that they had outgrown their current information systems. Customers began to request web enabled services, such as online meter readings and e-business solutions. There were also difficulties with the sales prospecting database, as it was not integrated with the operations administrative database (OMD), which made it difficult for Bandon Group to address the needs of their customers. Furthermore, OMD was not built with the relational database making ad hoc querying and reporting difficult for managers. Scope and Purpose The scope of this study is to examine the feasibility of incorporating an enterprise resource planning (ERP) system or a customer relationship management (CRP) system at Bandon Group. The overall benefit of the study was to assure that IT plans support future business plans, to provide a basis for linking IT spending to the business direction, offer context for functional managers and MIS professionals to make accurate determinations, and present closer integrations of like systems and networks while...
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...Investment Appraise In an energy-oriented world, demand for fossil fuel is on a steady rise. The danger associated with the looming oil crisis creates the need for investment in natural gas. Current deposits of oil are dwindling, and alternatives are under scrutiny. Initial cash outlay for natural gas prospecting is high. The investments eventually pay off because the lucrative market for natural gas is booming as an alternative fuel (IAEE, 2012). Postulated figures indicate that growth in this sector of the energy market is set to hit unprecedented levels when the feasibility of oil cannot be vouched (IEA, 2012). Prospecting for energy in deep-seated seams of the earth is a costly affair; in terms of cash outlay and environmental impact. In view of this, financial appraisal is necessary to establish the viability of a project. Suitable appraisal tools applied to estimation and ascertainment of the required financial resources offer necessary effort. In order to justify the sinking of funds to a risky venture, precision is required to ensure that confidence levels guarantee the investment a healthy return. (Kalter, 1973) The difficulty involved in prospecting for energy reserves and inaccuracy of equipment involved can lead to devastating losses. This happens in sunk costs if a company fails to acquire the energy reserves it aims to drill. Feasibility studies consider the impact of several aspects on the project. The internal environment is governed by the...
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...Integrated Case Study: The Bandon Group INC. Sunday July 7, 2013 STRAYER UNIVERSITY Introduction The Bandon Group, Inc. is a successful company in the copier industry. The company has four different successful divisions. However, each division has its own information technology strategy. This places the company at a disadvantage to compete with competitors as well as grow as a company. The current information technology strategy is identified as well as the standard practices by their competitors. The limitations of Bandon Group are also identified as well as the direction they will like to grow into. Step 1 - Purpose and Scope of the Study The Bandon Group intends to have an information system study conducted to determine how they can best use Information Technology (IT) to meet the overall mission, goals and objectives of the organization over the next 3-5 years. The purpose of a Management Information System is to collect, store and process business information and to deliver it to decision makers in a format they can use. Information systems have gone through many changes. Experts currently refer to the current era as the “Customer-Focused Era” of modern computing (Petter & Mclean, 2012). Users expect to receive customized experiences based on their unique requirements. Currently Bandon has decentralized divisions around the country supported by a centralized IT infrastructure. The purpose of the study is to identify how Bandon Group can build a more...
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...INDUSTRIAL INTERNSHIP REPORT ON “STUDY ON COLD CALLING WITH FOCUS ON EMPLOYEE PERSPECTIVE” A summer training project report submitted in partial fulfillment of the requirement of Post-Graduation Diploma in Management SUBMITTED BY: N. Sneha Priya Roll No. 2T333 SUPERVISED BY: Dr. A. Bhavani Professor - Social Sciences SIVA SIVANI INSTITUTE OF MANAGEMENT SECUNDERABAD-500100 2013-2015 COLLEGE CERTIFICATE COMPANY CERTIFICATE ACKNOWLEDGEMENT I would take this opportunity to express my sincere gratitude to everyone for their valuable assistance and support during my Industry Internship Program (IIP) at Client Curve Info systems Pvt Ltd Hyderabad. I would like to heartily thank my company guide, Mr. Prem Singh Tara, CEO at Client Curve Info systems Pvt Ltd, Hyderabad for giving me an opportunity to work at Client Curve Info systems Pvt Ltd and for his valuable guidance during the course of my internship. His inputs and suggestions have played a very crucial role at every stage in the development of the project and my knowledge as a whole. I would also like to thank Ms. G. Avanthi, HR Manager and for helping me throughout and guiding me and Mr. Karan, COO and my corporate guide, for believing in me and giving me an opportunity to work on a live project and for teaching me and coaching me with each and every small detail required to successfully complete my project, their guidance at the grass root level and helping me overcome every little...
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...1 Overall professional personal selling behavior in Spain 2 Table of contents 1. Introduction 3 4 5 9 12 14 15 16 2. General country information 3. Structure of the 10 steps professional selling sales cycle 4. Professional selling behavior in Spain according to the 10 steps 6. Conclusion 7. Sources 8. Appendices 5. The unique characteristics of the Spanish (selling) business culture The 10 step selling process refers to a sequential series of actions by the salesperson that leads towards the customer taking a desired action and ends with a follow-‐up to ensure purchase satisfaction. We will ...
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...oilfield service providers and a globally reputed contractor in engineering construction, with businesses covering petroleum exploration & production, natural gas & pipelines, refining & marketing, oilfield services, engineering construction, petroleum equipment manufacturing and new energy development, as well as capital management, finance and insurance services. China National Petroleum Corporation (CNPC) is an integrated international energy company with businesses and operations covering: Oil and gas exploration & production, refining & chemicals, natural gas & pipelines and marketing & trading Oilfield services in geophysical prospecting, well drilling, well logging and downhole operation Oil and gas field surface engineering, pipeline construction and refining & chemical plant construction Manufacturing of prospecting facilities, drilling and recovery equipment, specialized tubular goods and power equipment Capital management, finance and insurance services Unconventional oil and gas resources, biomass energy and other renewable energies Service Station CNPC has a nationwide network of sales terminals. Our 17,996 domestic service stations serve nearly five million clients a day on average. These stations provide gasoline, diesel, kerosene and lubricants in urban and rural areas, and along trunk roads and expressways, each selling an average of 10 tons per day. By developing its convenience store business at these stations, CNPC is...
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...MEMO To: Supervising Attorney From: Heather Leigh Bradley Re: Security Protocols in the Law Office Date: April 8, 2014 You have asked me to research the ethical rules about what is permissible for the website that you plan to create for the law firm. I have conducted legal research on the following issues and am presenting my findings, as follows: 1. Does the website have to list the state where s/he is licensed to practice? Yes, the website does have to list the state or states where he/she is licensed to practice law. In ABA Model Rule 5.5: Unauthorized Practice of Law; Multijurisdictional Practice of Law, it states that a lawyer can not mislead, or withhold their jurisdiction of legal practice to the public, or misrepresent that they can practice law in a jurisdiction that they can not. A lawyer must make it known publically where they legally can practice law. The website must list your state or states that are in his/hers legal licensed jurisdiction must be specifically listed and can not be with held from general public knowledge or misleading to the public. His/hers state or states of licensed practice must be clearly listed to the public on any form of advertising, including websites. 2. Can the attorney list a legal specialty on the webpage? If so, are there specific rules that have to be followed? Is the attorney allowed to state that s/he is a certified personal injury litigator? Yes, the attorney can list particular fields of law that they...
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