MKTG 313 Study Guide - Midterm Guide: Product Demonstration, Cold Calling, Nonverbal Communication
Marketing 313 exam 2
Main purpose of a salesperson
Not to make sales but to create customers
What is prospecting
Identifying and developing potential customers
Who is a prospect
An individual or business who meets the qualification criteria established by you
or your company
Sources of prospects
- Referrals
-Friends and Family
-Directories
-Trade shows
-Social media
Cold calling
salespeople select a group of people they believe will make good prospects and
then call upon them
What is an Elevator presentation
30 second message that summarizes you, your company, and your product line
Qualifying prospects
Process of identifying prospects who appear to have a need for your product and
should be contacted
Questions to ask yourself about prospect
1. Do they have a need for my product?
2. Have authority to buy my product?
3. Have financial resources to buy my product?
What is a presentation strategy
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