mktg chapter 1

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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mktg chapter 1

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