"When ETI is hired by XYZ company for sales support, ETI becomes, in effect, an employee of that company. This means that ETI personnel identify themselves as calling from XYZ company."

"When we call our client's prospects, we first search to identify who the decision maker is. After we have the right individual on the telephone, we start to qualify him/her. We begin by obtaining general research about the company's need for our client's product or service.

"Many questions may be asked, including: what business is your company involved in? Is your company familiar with our client's product or service? Do you purchase it from a competitor and if so from whom? What is your impression of the product and service of our client, etc.?"

"Our qualifying process is not over until we quantify the prospect by asking how much and when do you buy. What is the budget? When does it go into effect? When will you be ready to make a buying decision? Only after we obtain such data do we consider we've fully qualified and quantified the prospect.

"Putting this all together means we have located a decision maker with a need and a budget, who purchases the product /service offered by our client. If required we can go further and set up an appointment with the prospect and our client's salesperson.

"Armed with all this documented information the salesperson can then meet with the prospect under the best possible circumstances to close the sale."