Vodavi Telenium IP User Manual page 63

Application-Based Selling
6. What opportunities do you see in your marketplace?
A:
Junior colleges in the US, our primary textbook market, are expanding rapidly.
Several families of magazines have gone online recently; our readers have begun asking us to take our
content online.
(This will affect Internet usage – show the benefits of the IP system as it relates to the
convergence of data and voice traffic.)
7. What are the major expenses for your business?
A:
It is mostly sales travel...
(Keep this in mind – sales rep can recommend mobility products – Nomad
Text-to-speech, OneLook UM.)
8. What is your inbound call volume? Outbound?
A:
Not sure...but I do know it's heavy, especially incoming calls. I would like to track it but I have a difficult
time doing so, too time consuming.
(Currently, he is unable to track call traffic. Recommend the Discovery Manager product
to automate a lot of this work. Having a better understanding of his peak times can
assist with staffing and make sure employee resources are used to the best advantage. It
will also help reduce abandoned calls the may currently have occurring.)
Do you rely heavily on your telephone system to conduct daily business operations?
9.
A:
It's our lifeline. Like I said, the Internet is becoming a key channel but the telephone is the main way we
conduct business.
(Since the telephone is his business's lifeline, show him the importance of a reliable, fully
functional system or rather the significant drawbacks of not having one!)
10. Is there any in-house technical expertise?
A:
Yes, we do have an on-staff IT manager.
(Having an on-site IT staff often means that some of the routine support tasks for the
phone and voice mail systems could be handled in-house. The management tools of the
IP,
Telenium PathFinder
support managers.)
December, 2005
mobility ▪ presence ▪ collaboration ▪ convergence
IP
, and Discovery Manager are likely to be familiar to most IT
IP
, Nomad
IP
Vodavi Telenium Product Guide
61
SP/VP
,