AGEC331_1-1.29.09 - AGEC331 1.29.09 PROSPECTING Prospecting...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
AGEC331 1.29.09 P ROSPECTING The Role of Prospecting in Strategic Selling Prospecting is identifying potential new customers A prospect is a Potential customer Identifying prospects, converting them to customers is one of a salesperson’s most improtant tasks The Role of Prospecting Some loss of customers are normal but with concentration of business and growing competition its worse Constant and systematic prospecting is necessary to offset these losses A systematic and planned prospecting process also helps you to make the most efficient use of time Five Rules for Successful Prospecting 1. The Prospecting paln must help you achieve all your sales goals 2. Study your market to know what is changing and can identify hgih potential prospects 3. Use a variety of prospecting methods 4. Qualify your prospects 5. Develop a system for profiling prospects using important information to prepare a selling strategy The Prospecting Process 1. 2. Confirm Sales Goals 3. Analyze Market 4. Determine Resource Allocation 5. Go Prospecting 6. Prioritize by Name 7. Develop a Strategy 1. The Prospecting Process – Confirm Sales Goals Make sure your goals are consistent with company marketing strategy if at all possible
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 04/09/2011 for the course AGEC 425 taught by Professor Miller,w during the Spring '08 term at Purdue University-West Lafayette.

Page1 / 3

AGEC331_1-1.29.09 - AGEC331 1.29.09 PROSPECTING Prospecting...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online