MKT 3427 Chapter Notes - Chapter 9: Sales Intelligence, Management System, Ferris Wheel
Document Summary
The main purpose of a sales person is not to make sales, but to create customers . Prospecting: identifying and developing potential customers is an important aspect of the customer strategy. B2b business to business selling where the account is often referred to as an account or business development. They often employ account or business development representatives whose primary responsibility is to locate an establish relationships. Prospect base the goal of prospecting is to build a qualified prospect base made up of current customers and potential customers. Figure 9. 2 in textbook the ferris wheel model is aimed at supplying a list of ongoing prospects. Using planning models like the ferris wheel, the company will increase the number of people or accounts, improve the quality of prospects, and shorten the sales cycle by quickly determining qualified prospects. Identify and assess important source of prospects and accounts for different types of selling situations.
