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PROSPECTING ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin chapter 7 SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE:

[object Object],[object Object],7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],The Importance of Prospecting 7- McGraw-Hill/Irwin

Relationship Between the Steps in the Selling Process and the Designation of the “Buyer” 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of a Good Prospect 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of a Good Prospect (continued) 7- McGraw-Hill/Irwin

Satisfied Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin

Satisfied Customers (continued) 7- McGraw-Hill/Irwin Negative referral Customer who tells others about how poorly you or your product performed. Selling deeper Additional sales to satisfied customers who provide leads. Referral events Gatherings designed to allow current customers to introduce prospects to the salesperson, to generate leads.

Endless-Chain Method 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Networking 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Internet, Ads, and Direct Mail 7- McGraw-Hill/Irwin

Shows, Fairs, and Merchandise Markets ,[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin

Seminars, Lists, and Directories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Data Mining, CRM Systems, Cold Calling, and Spotters 7- McGraw-Hill/Irwin

Telemarketing and Sales Letters ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin

Other Sources of Leads ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],Lead Qualification and Management Systems 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Overcoming a Reluctance to Prospect 7- McGraw-Hill/Irwin

[object Object],[object Object],Overcoming a Reluctance to Prospect (continued) 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Overcoming a Reluctance to Prospect (continued) 7- McGraw-Hill/Irwin

[object Object],[object Object],[object Object],[object Object],[object Object],Summary 7- McGraw-Hill/Irwin

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