TOM JAMIESON

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TOM JAMIESON

• ALLTEL BUSINESS SALES REPRESENTATIVE

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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

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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

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Toms 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.

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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.

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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

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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

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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

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Part 2 Price

• Explanation of rate plan cost and price of
  phones.
• Charts are given to display savings compared to
  competitors

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Part 3 Support

• This page includes a schedule of implementation
• There is an expiration date so the customer does
  not procrastinate

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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