Chapter 17. Setting Up Sales Literature and Dealing with Competitors

The Sales Literature area is really a document management system. After you set up your subjects (formerly known as the Subject Manager) to provide the structure for your company's document library, you can file individual pieces of sales literature for future reference. (See Chapter 23 for full details about how to set up the subjects.)

Subjects create an organizational structure for your literature, documents, and brochures. Think of it as the Dewey Decimal System for your own library. The Sales Literature area allows you to stock the shelves. And the shelves, by the way, are on the server — not your local computer.

You may also want to keep track of your competitors and their sales literature. This information is particularly important when competing for projects. What you find out (even in a losing battle) may help you win the next one.

Adding Literature

All new literature must be categorized by subject. This means your subjects must be set up with a structure to house your documents. (As mentioned, see Chapter 23 for information on subjects.)

To add a piece of literature — or any document or file — to the Sales Literature area, follow these steps:

  1. In the lower part of the navigation pane, click the Sales button.

  2. In the upper part of the navigation pane, select Sales Literature.

    The Sales Literature window appears, as shown in Figure 17-1.

  3. On the Sales Literature window's toolbar, click the New button.

    The Sales Literature: ...

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