Documente Academic
Documente Profesional
Documente Cultură
Learning Objectives
1. Explain strategic prospecting. 2. Discuss why prospecting can be a challenging task for a salesperson. 3. Explain where salespeople find prospects. 4. Understand the importance of gathering and studying precall information.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
5.
Prospecting
Sales Leads Screening Procedures for Qualifying Leads
Qualified Prospects
The process of identifying, qualifying, and prioritizing organizations and individuals that have the need for and potential to purchase the salespersons market offering of products and services.
Module 5: Prospecting and Pre-Approach Ingram LaForge Avila Williams Schwepker Jr.
Ingram
Schwepker Jr.
Qualified Prospects . . .
Can benefit from the sales offering Have the financial wherewithal to
make the purchase
Ingram
Schwepker Jr.
Qualified Prospects . . .
Are eligible to buy based on a fit within
the selling strategy
Ingram
Schwepker Jr.
You would need 100 leads to generate one customer. One Customer
Professional Selling: A Trust-Based Approach Module 5: Prospecting and Pre-Approach Ingram LaForge Avila Williams Schwepker Jr.
50 Leads
Correct spelling and pronunciation can be gathered by asking the receptionist or secretary or gatekeeper to verify information.
Professional Selling: A Trust-Based Approach Module 5: Prospecting and Pre-Approach Ingram LaForge Avila Williams
Schwepker Jr.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
Observation of office.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.
Ingram
Schwepker Jr.