More business English para Dummies by Varios autores

handle
to compose: to create, to write, to compile, to make up
behaviour pattern: way of acting, system of conduct, comportment, deportment, or bearing
predetermined: predecided, fixed, set, pre-planned, pre-set
words of salutation: getting or welcome phrases
to appreciate someone: to value, esteem, or think highly of someone
to review: to re-examine, to reassess, to have another look at, to make another study of
to determine: to find out, to clarify, to ascertain, to establish
devoid of: without, with no, lacking, free from
assessment: judgement, gauging, rating, appraisal, evaluation
unique: only one of its kind, exceptional, inimitable, without equal, unmatched
gut-feeling: guess, hunch, instinct, intuition
to achieve: to accomplish, to reach, to realise, to gain
to devalue: to diminish, to detract from, to fail to recognise, to bring down
to valorise: to enhance, to improve, to boost, to enrich, to reinforce
obliged: required, obligated, called-for, compelled
     
After the visit is before the visit
    They may often
be bothersome
, but meaningful
call reports
help ensure better customer care and make preparation for your next visit much easier.
    Sales representatives who
procrastinate in
writing their call reports aren’t doing themselves a favour, because the “fresher” the experiences are in your mind the easier it is to put them on paper. Besides, there is less danger in forgetting important things.
    Your call reports must contain the following points:
    What type of visit was it (for example, routine visit, cold call, first visit, follow-up visit)?
    What was the goal/purpose of your visit (for example,
to explore
the chances for collaboration, to get to know the decision makers, to present a requested offer, etc.)?
    Who was present? What is their function? In what way or how strongly do they influence the buying decision?
    What were the results? Which agreements were reached?
    Did you reach the goal you aimed at? If not:
What are, in your opinion, the reasons for that?
    Which follow-up measures should take place/were agreed on? Who takes the initiative/is
responsible for
them? By what date?
    Which actions must follow immediately?
    What other persons are involved/have to be included?

    Personal
evaluation
    Your call reports should also include your personal evaluation of the following questions:
    How was the atmosphere during the talk?
    How does the customer
view
your company and your products?
    How high do you think the chances are for winning the customer and
retaining
him (if this is a potential customer)?
    How do you judge the stability and
durability
of the relationship with the customer (if this is an existing customer)?
    Do you notice anything unusual or strange, perhaps some changes, an improvement, or
a change for the worse
?
    How do you assess the customer’s current situation, his own position in the market and the economic trend?

Palabras para recordar
to be bothersome: to be troublesome, inconvenient, incommodious, or annoying
call report: account, statement, or description of a sales visit
to procrastinate in doing something: to put off, delay, postpone, or adjourn doing something
to explore: to investigate, to examine, to look into, to inquire into
to be responsible for something: to be accountable for or in charge of something
evaluation: assessment, appraisal, estimation
to view: to regard, to think about, to feel about, to perceive, to deem
to retain: to keep, to keep hold of, to hold on to
durability: permanence, durableness, long-lastingness, soundness
a change for the worse: a deterioration, decline, or weakening
     
The best way to follow up on your customer calls
    After the appointment is before the appointment, that is to say that the
utmost
care and attention
is to be executed
before as well as after all sales calls – sales representatives who act
according to
this rule stand the best chances of doing great business with their customers.
    Since Gerald E., a sales representative from