Personal selling chp 5

Strategic Prospecting

is a process designed to identify an prioritize sales opportunities

sales funnel

is a trust based sales process and prospecting process in the form of a funnel .

Cold Calling

is a contacting a sales lead unannounced

Referrals

is a name of a company or person given to the salesperson as a lead by a customer

introduction

is when the salesperson asks the prospect or customer to prepare a note or letter of introduction to be sent to a potential customer

Centers of influence

are influential people who help salespersons gain leads.

Noncompeting sales people

are sales people selling non competing products

Company records

is information about customers from a company data base

advertising inquiries

are sales leads generated from company advertising efforts

inbound telemarketing

is when the the prospect calls the company for information

outbound telemarketing

is when he sales person contacts the prospect by phone

trade shows

are events where sales people demonstrate products

seminars

are presentations which sales people give to generate leads an provide information

Directories

are print sources that provide information about companies

Lead management services

is a list of targeted business with detailed information that connect to leads