安达信咨询方法与工具资料库DILO.DOCVIP

PAGE 3 q:\oam\tools\day\dilo.doc Arthur Andersen Day in the Life of ... Studies (Sales Version) Observation Categories The time of a sales force and its management is critical to its success. DS Direct Sales - Time spent with a client or prospect engaged in the process of selling, fact finding to create a need, or other activity that is directly linked to the sales process. DO Direct Other - Time spent with a client or prospect engaged in activities other than Direct Sales. (entertainment, relationship building, etc.) IN Indirect Sales - Time spent away from a client or prospect that is in support of the sales process. (research, fact findings, etc.) AD Administrative Time - Time spent on internal administrative issues. TR Travel Time - Time spent between locations or customer visits. AA Arthur Andersen - Time spent with Arthur Andersen on AA activities. OT Other - Time that does not fall under any of the above categories. All time should be tracked against one of these categories for the entire day. The right hand column should provide greater detail on the nature of the activity. The final page is a blank page for comments and quotes of interest that were heard during the course of the day. DAY IN THE LIFE OF STUDY Date: ____________________________ Client: ___________________________ Title: ____________________________ Consultant: _______________________ T I M E A C T I V I T Y Y From To Ds Do In Ad Tr Aa Ot Comments Total Min DAY IN THE LIFE OF ... STUDY Quotes Comments Date: ____________________________ Client: ___________________________ Title: ____________________________ Consultant: _______________________ SOURCE COMMENT