How to use this form: Use this form to inventory all of the sales tools and practices you currently use. Once you have collected this information, evaluate each item against the three-part ethical test: (1) Is it honest? (2) Does it convey information fully and fairly? (3) Could it mislead a reasonable person? Reform or eliminate any item that does not pass.
Identifying Sales Tools & Practices
Sales Tools Used Before Calling for Sales Appointments
- Stationery
- Referral letters
- Direct mail letters
- Advertising
- Personal brochures
- Telephone “track”
- Answers to objections
Sales Tools Used in the Initial Interview
- Business card
- Personal brochures
- Testimonial letters
- Third-party motivational pieces
- Sales track
- Data-gathering form
Sales Tools Used Between Interviews
- Thank you note
- Appointment reminder
Sales Tools Used in the Presentation Interview
- Product illustration
- Action plans
- Proposal
- Product fact sheets
Sales Tools Used After the Sale
- Appreciation letter
- Referral letter
- Newsletter
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