5 minutes: as a salesperson, you must be familiar with the product(s) you are representing. list and...
TRANSCRIPT
Do Now Exercise:5 Minutes:
As a salesperson, you must be familiar with the product(s) you are representing. List and describe three (or more) ways a business can help their salespeople become more familiar with their product(s).
Marketing IMr. Gallucci
Lesson 1
Obj: What is Prospecting and how does it work?
Product InformationFour Main Sources for a Salesperson to learn
about the product he/she will be selling: Direct Experience Written Publications Other People/Personal Opinions Formal Training
Obj: What is Prospecting and how does it work?
Prospecting “looking for new customers” Also known as a “lead.” Very important in business-to-business sales How about Retail?
Obj: What is Prospecting and how does it work?
Prospecting Employer Leads
Telemarketing Salesperson leads
Telephone Directories
Trade/Professional Directories
NewspapersCommercial ListsCustomer ReferralsCold Canvassing
Obj: What is Prospecting and how does it work?
In-Class Assignment - ProspectingSee “Prospecting Assignment” on my
Webpage.Please remember your Syllabus is due
tonight!
Obj: What is Prospecting and how does it work?