Marketing 307-Prospecting and Qualifying

Identifying potential customers
Potential customer that meets the qualification criteria established
Prospect Base
Made up of current and potential customers
Selling Process
Prospecting, pre-approach, approach, need identification, presentation, handling objections, close sale, follow up
Importance of Prospecting
Every salesperson must cope with customer attrition
Customer Attrition
Customer may have one time need or move outside salesperson’s territory
Strategic Prospecting Process
Determine prospect, prioritize prospect, prepare for sales dialogue
Prospect recommended by current satisfied customer. Center of influence
Making and profiting from personal connections
Qualifying your prospect
Desire, authority, money
Customer relationship management
The process a company uses to organize and track their current and potential customer information
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