Record keeping is a vital sales technique.

Expert media sales teams keep two kinds of record - prospect records and client records. They keep these records in different systems.

Prospect records are your lists of suspects and prospects. 

You spend your prospecting time most effectively when you put your prospecting records in order of priority, and spend your time with your high priority names.

But how do you store and grade these prospect records? How do you improve them? With this record system which has been specialy designed for selling ad space.

This prospecting record system comes with the record cards, folders and 'A,B,C' system for ensuring that you spend your time with the prospects who are most likely to buy from you -- today.

Client records contain all the information you have on people who have already bought adspace from you -- so you can sell them some more ....

What information do you need to find, keep and use?

This record system shows you the information you need, and the how to obtain it using letters, surveys, phone calls and face-to-face meetings.

Then we show you how to use this information to gather repeat bookings from your best advertisers ....