Collecting and Organizing Account and Prospect Information
9.4 Explain common methods of collecting and organizing prospect and account information
The Internet and information revolution continue to make acquiring and managing sales leads much easier.34 When it comes to collecting and organizing prospect information, salespeople have a large assortment of computer-based systems available. Companies such as Salesforce.com, Oracle, NetSuite, Sage, and Microsoft all offer software applications designed to collect and organize prospect information. Most of these sales force automation (SFA) systems or customer relationship management (CRM) systems, as they are now known, have preset categories or fields that contain sales data on the prospect. ...
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