E‐mail is the most used of the electronic media. It is a cheap and quick means of communicating with clients and customers. It is also a means of collecting information on customers. This study analyses the response rates of a targeted and non‐targeted group to a financial questionnaire. The targeted group provided more complete and useful data than the non‐targeted group. The conclusions indicate strategies for using e‐mail to gather customer information.

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First impressions last forever! Often this initial meeting sets the impression buyers will have about the salesperson and his or her company. For this reason, the introduction cannot be taken lightly. The introduction consists of these steps, the first three of which are presented in part I: assess the environment and prospect personality type; introduce the salesperson to include name, company name, reason and anticipated length of time for the call; establish first‐name terms. State the rules: business philosophy and payment terms. Request permission to ask questions. Reposition the salesperson ‐ remove physical barriers. To understand what constitutes a successful introduction, we also need to know what the goals or objectives of the introduction stage are and how they can be achieved. A successful introduction should enhance a fair and level “playing field” between the buyer and the seller.

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