MKG 325 Lecture Notes - Lecture 4: Sales Process Engineering, Lead Management
4 Oct 2016
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Mkg 325 chapters 5 & 6 class notes. Salespeople lose customers due to lack of prospecting. Dissatisfaction with the product, salesperson, or selling firm. A strategic prospecting process is designed to identify, qualify and prioritize sales opportunities. Commercial sources (directories and lead management sources) Information gathered to prepare for a sales dialogue: Sales call: in-person meeting between the buyer and the sales team. Sales presentations: comprehensive communications designed to persuade the customer to make a purchase. The two above combine to create sales dialogue: the business conversations between buyer and salesperson to initiate, develop, and enhance customer relationships. Canned presentations: scripted sales calls, memorized presentations, and automated presentations. Written sales proposals: complete, self-contained sales presentation. Organized sales dialogues and presentations: address individual customer and different selling situations. When writing a proposal pretend you are one of the buyer"s decision makers and decide what you need to know to make a decision.
