3391_CH789_net - Prospecting The Personal Selling Process...

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Unformatted text preview: Prospecting The Personal Selling Process Prospecting And Qualifying Planning The Approach Sales Presentation Negotiating Objections Confirming & Closing Follow Up & Servicing the Account 1 5 6 4 3 2 7 What is prospecting? Locating potential customers The process of searching for leads – people & organizations that might need your product – Identify them – Qualify them Why is prospecting important? • Customers lost to competitors • Customers move out of the territory • Customers die or go out of business • Need ceases • Not a repeat business situation • Mergers & acquisitions • For growth How do you prospect? • Obtain leads – People who could seemingly benefit from your product or service – Name, phone number and address • Qualify leads – Do they meet your qualifying criteria? Lead Qualify Prospect Sell Customer Build relationship Partner Characteristics of a good prospect • A uthority to buy – “Whose approval is needed for the purchase?” – “Who exerts influence?” • N eed or want • A pproachability • M oney to buy • E ligible to buy Obtaining leads • Satisfied customers • Endless chain • Center of influence • Networking • Promotional activities – Advertising, contests, free giveaways • Lists & directories Effort v....
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This note was uploaded on 09/09/2011 for the course MAR 3391 taught by Professor Garcia,s during the Fall '08 term at University of Central Florida.

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3391_CH789_net - Prospecting The Personal Selling Process...

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