Learning Objectives 5
Prospecting : important and
challenging for salespeople.
L 2 Strategic prospecting and the
strategic prospecting process.
Major prospecting methods
and examples of ea
Collaborative, 2-way communication in personal
Primary types of questions and applications.
L 3 Roles and uses of strategic questioning in selling.
The 4 steps of the SPIN questioning sequenc
Reminder: we go to
library at Noon
L 1 Categorize primary types of buyers.
L 2 Discuss the distinguishing characteristics
of business markets.
L 3 List the different steps in the business
Library Research for
Matt Rohweder MA, MI
Instruction & Special Projects Librarian
George Brown College: St. James
This presentation is available in alternate formats upon request.
Building Trust and
Developing Trust and
Mutual Respect with
L 1 Explain trust.
L 2 Why trust is important.
L 3 How to earn trust.
Knowledge bases help build trust and
Importance of sales
Explain why it is essential to focus on the
customer when planning a sales call.
Understand alternative ways of communicating
with prospects and customers through canned
Key characteristics of effective sales dialogue.
Generating feedback from buyers.
Confirmed benefits create customer value.
Verbal Support describes value .
(You are NOT responsible
for this material)
Welcome to Professional Selling
Professor Frank Maloney, MBA, Bcomm., CPCC
Office Hours: Wed. 11-11:45 Am or by
Frank Maloney, BCom
Research Paper (SPRING 2016)
Professional Selling MARK1002
Prospecting and Interviewing a Business to Business Sales Professional
20% weight on Final Term Mark
The objective of the Field Based Research Paper is twofold:
1. The first o
SECTION B: SHORT ANSWER I VALUE 30 MARKS
(You are to answer ALL ofrhe llowing questions. Pgegse be sure to be detailed in your _
F. t. I: V _ _
answers) K: l LN. LJLRJ I 70er +0 l. P. e-
LEE the" RUJ A l
1. Explain the difference in the useS of probing,
How to communicate with DStvlcs:
Be direct» hrietand to the point
Focus on the task. stick to business
Use a results-oriented approach
ldcnti ly opportunities/challenges
Provide win/win situations
Use a logical approach
Touch on high points, do
Features - Benefits
Be concise in your benefits for both end
users and resellers. Avoid long sentences!
Peace of mind (ex. Warranty)