BUS 402 Lecture Notes - Lecture 3: Prospect New Orleans, Purchasing Manager, Sales Process Engineering
Document Summary
Prospecting : a systematic process of identifying potential. Account dev or business dev: identifying b2b customers. Prospect : a potential customer who meets the quali cation criteria established by you and your company. Prospect base: a list of current or potential customers. Crm softwares are being used by companies to develop a customer base these days. 1. one time need or long time between next purchases: 3. company go out of business or merge with another company: Purchasing agent left because of promotion, retirement or any other reason. Studies suggest that companies loose 15% to 20% of customers every year. Joe girrad de ned the process of prospecting as feriss wheel . a particular customer enjoys the ride for a particular period of time and is then replaced by another cutomer. Increase the number of people who board the ferris wheel. Improve the quality of prospects who board the ferris.
