MKT 504 Lecture 5: MKT504 - Week 4 - Chapter 5
9 Feb 2019
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Chapter 5: strategic prospecting and preparing for sales dialogue. They may have never heard of the salesperson"s firm. They may have just bought the salesperson"s product category and there is presently no need. Buyers may have their own deadlines or other issues, and they are not in a receptive mood to see any salespeople. Buyers are constantly getting calls from salespeople and do not have the time to see them all. Gatekeepers in any organization screen their bosses" calls and sometimes are curt and even rude. It may take weeks to replace a lost customer with a new one. Revenue streams can fluctuate if pipeline isn"t managed. Prospecting isn"t easy and often includes a lot of rejection. A representation of the trust-based sales process and strategic sales prospecting process. The characteristics of a firm"s best customers or the perfect customer.
