MKT 504 Chapter 5: MKT504 Effective Persuation Ch 5
Document Summary
Chapter 5: strategic prospecting and preparing for sales dialogue. Strategic process: a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers. Often view as a sales funnel or pipeline because it presents the entire trust-base sales process and the strategic prospecting process the form of a funnel. The most productive salespeople purse the best sales opportunities and translate a large percentage of these opportunities into sales than less productive salespeople do. Sales prospect typically an individual or organization that: has a need for the product or service, has the budget or financial resource to purchase the product or service, has the authority to make the purchase decision. The most productive salespeople evaluate sales leads to determine which one are true prospects for their product or service.
