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7/31/2019 Mktg Chapter 1
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Prospecting
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Refers to a sequential series of actions bythe salesman that leads toward the
customer taking a desired action andends with a follow-up to ensure purchasesatisfaction.
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Prospecting
Pre-approach
Approach Sales Presentation
Handling Objections
Close a Sale
Follow-up
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is a potential prospect that may
or may not have what it takes to
be a true prospect
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is the process of locating
potential customers for a product
or service.
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is the potential customer of a
salesmans product where the
salesman has already identifiedthe ability of the person to buy
the product.
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is the process of determining
whether a lead is in fact a
prospect.
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is a potential sales contact or an
individual or organization that
expresses an interest in yourgoods or services.
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need or want for the product or service
ability to buy
Authority to buy approachable
eligible
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He must have a NEED for the product orservice
He must be able to AFFORD thepurchase
He must be AUTHORIZED to purchase the
product.
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The need for the product
The thing to fill the need of the product
The source The price
The time to buy
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Is an influence which urges an individualto spend his money for a particular
product or service.
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Profit and gain
Saving and economy
Comfort and convenience Safety
Happiness
Pride
Fear
imitation
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process - a series of things that are donein order to achieve a particular result.
sequential - following in order of time orplace .
desire - a strong wish to have or do
something. prospectpotential; possible
authorize - officially permitted
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motive - a reason for doing something
urge - a strong desire to do something;to advise or try hard to persuadesomebody to do something
prideself-esteem; feeling of pleasure imitationfollow; copy
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1. The cold-canvassing Method
2. The use of lists
3. Advertising and direct mail4. Satisfied customers
5. The endless-chain method
6. The center of influence method7. Spotter (bird dogs)
8. Public exhibition and trade shows
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9. Telemarketing10. Networking
11. Social media
12. Other internet uses
13. Seminars and webinars
14. Data Mining and CRM Systems15. Sales letters
16. Other leads sources
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the salesman has no advance
information as to the needs or
financial status of each of theseprospects.
best for companies that sellproducts directly to consumer.
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advertisements generates the
interest of the customers on the
product or service
the company can send mail tothe prospects home or office
and vice-versa
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not only becomes repeated
customers but also recommends
new ones who become thesalespersons leads.
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obtaining at least one
additional prospect from each
person the salesperson
interviews.
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cultivating relationship with
influential people
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usually in a position to find out whensomeone is ready to make a purchase
decision. moves from house to house spotting out
prospects.
locates the prospects and report themto the senior salesmen who would takeover the responsibility of selling as theexperienced professionals.
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effective for new products
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used to communicate with
customers or leads for
additional information.
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is the utilization of personal relationshipsby connecting individuals and make
them cooperate to achieve goals.
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using online tools to prospect for newcustomers and maintain contact with
existing customers.
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used to connect to individuals andcompanies that may be interested in the
products and services like email, website,forums, etc.
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Seminarsa conference or othermeeting for discussion or training.
Webinars - a seminar conducted overthe Internet.
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developing interactive databases thatcontain information about leads,
prospects, and customers.
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writing personal letters to
potential leads.
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Personal observation
Non-sales employees
Govt agencies Salesmen for related products
Members of association
Good friends
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Keep good recordskeeping anaccurate and up-to-date record of
customers. Set quotasto target numbers of
prospect or customers to visit.
Evaluate resultsevaluatingperformance, methods, efforts, andterritory to find out where improvementcould be affected.
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Experiment with new methodsto getthe attention of prospect.
Follow throughto convert the prospectinto a customer.
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Personal callvisits the prospect toconvince him of his products.
Telephone appointmentthe easiestway to make an appointment; to makesure that the prospect is available.
Use of cards and letters -
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Use of third parties
Use of samples
Use of gifts
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accurateexact; correct
territoryplace
quotaa fixed amount of something thatmust be done; an amount of somethingthat somebody needs or expects to have orachieve
evaluateassess; consider carefully
spottedsaw; found
convincepersuade
effortuse of physical or mental energy
appointmenta formal arrangement tomeet at a particular time and place
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Among the 12 different ways
in obtaining a prospect,
choose at least 5 that youthink are the best methods for
you to use and explain howyou are going to do it.
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