3391_CH789_net-1 - Prospecting The Personal Selling Process...

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Prospecting
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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
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What is prospecting? Locating potential customers The process of searching for leads – people & organizations that might need your product Identify them Qualify them
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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 For growth
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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?
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Lead Qualify Prospect Sell Customer Build relationship Partner
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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
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Satisfied customers Endless chain Center of influence Networking Promotional activities Advertising, contests, free giveaways Effort v. Non-effort
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This note was uploaded on 09/16/2011 for the course MAR 3391 taught by Professor Garcia,s during the Summer '08 term at University of Central Florida.

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3391_CH789_net-1 - Prospecting The Personal Selling Process...

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