The Challenges of Prospecting - The prospecting process can be long. It may take weeks to
replace a lost customer with a new one. Revenue streams can fluctuate if pipeline isnt
managed. Prospecting isnt easy and often includes a lot of rejection
Bonus Packs This 25% more of a product, or more of a product for free. It is a defense
mechanism that a company would use as an attempt to maintain their market share when there is
Price Off Deals Classic money off of the price of a p
Strategic Prospecting and Preparing for Sales Dialogue
These PowerPoint slides support Chapter 5 in your text.
What is Strategic Prospecting? It is a process designed to identify, qualify, and prioritize
sales opportunities, whether they represent potenti
Preparing for Sales Dialogue - The more information a salesperson has about a prospect the
better chance he/she has to make a sale.
Popular Prospecting - Sources & Methods
Basic Purpose of Strategic Prospecting To help salespeople determine the best sales
Usage Estimation This is trying to figure out who used the coupons and how many.
It is difficult to figure out.
Redemption Rates This is the cash value associated with the coupon. They tend to
be low overall.
New users vs. current u