Highest Level

16     Close deal
15     Describe products and services
14     Assess need and interest
13     Face-to-face introduction and promotion
12     Face-to-face introduction
11     Arrange meeting
10     Introduction call and promotion
9       Note or letter of introduction & promotion
8       Note or letter of introduction and call
7       Introduction call
6       Note or letter of introduction
5**   Authorized to use name
4       General testimonial statement and letter of recommendation
3       Literature, biographical and company information
2       Names and contact information only
1       Names only

Lowest level

** Tip from Sales Training, Inc. - Strive to get to levels ABOVE this!