SMG MK 323 Study Guide - Final Guide: Cold Calling, Inbound Marketing, Telemarketing
14 Jun 2019
School
Department
Course
Professor
Document Summary
Step 1: generate and qualify life: generate a list of potential customers (leads) and asses their potential (qualify) Similar to a cold call, but it always occurs over the telephone. Step 2: pre-approach and the use of crm system: pre-approach, occurs prior to meeting the customer for the first time and extends the qualification of leads procedure, crm system. Firm"s customer relationship management system: role playing. Salesperson acts out a simulated buying situation while a colleague or manager acts as the buyer. Step 3: sales presentation and overcoming reservation: the presentation. Person to person meeting, create interest in presentation to follow: rely on story-telling, handling reservation, good salespeople know the types of reservations buyers are likely to raise, listen is key. Step 4: closing the sale: obtaining a commitment from the customer to make a purchase.
