Prospecting: Marketing and Environmental Scanning
3.2) Ans the ff.
1.) What are the common sources used in prospecting?
2.) Is environmental scanning importantly related to prospecting? Explain fully.
3.) What are some of the basic questions for key account prospecting and discuss its important?
1.) What are the common sources used in prospecting?
Effective prospecting is a critical component of sustainable sales success. However, prospecting is not selling. You may be a well-trained and/or experienced salesperson. But your training may not have included prospecting. Or perhaps you never prospected at all. The output of prospecting is a list of qualified leads that may buy your product or service. Selling begins only after a lead is categorized as qualified. If you start selling too early, you run the risk of pigeonholing your products and services before you have the opportunity to understand your prospect 's requirements. That generally leads to commoditization where price becomes the most important buying criteria. Leads and prospects could be generated using several sources. For example, advertising or flyers may include coupons or a toll-free number to generate leads. In general, prospects could be drawn from a variety of sources: 1. Current Customers, 2. Personal Contacts, 3. Referrals, 4. Telephone, 5. Computerized Databases, 6. Trade Publications, 7. Trade Shows.
2.) Is environmental scanning importantly related to prospecting? Explain fully.
Prospecting MUST also include scanning of the Marketing Environment: Strengths, Weaknesses, Oppurtunities, and Threats (SWOT) Analysis. Prospecting has to consider also the changing marketing environment to gather information about social, economic, technological, competitive, and regulatory forces. Experimental scanning of the internal and external market is important because changes in the marketing environment are source of strengths, weaknesses, oppurnuties, and threats to be managed.
3.) What are some of the basic questions for key account
1.) What are the common sources used in prospecting?
2.) Is environmental scanning importantly related to prospecting? Explain fully.
3.) What are some of the basic questions for key account prospecting and discuss its important?
1.) What are the common sources used in prospecting?
Effective prospecting is a critical component of sustainable sales success. However, prospecting is not selling. You may be a well-trained and/or experienced salesperson. But your training may not have included prospecting. Or perhaps you never prospected at all. The output of prospecting is a list of qualified leads that may buy your product or service. Selling begins only after a lead is categorized as qualified. If you start selling too early, you run the risk of pigeonholing your products and services before you have the opportunity to understand your prospect 's requirements. That generally leads to commoditization where price becomes the most important buying criteria. Leads and prospects could be generated using several sources. For example, advertising or flyers may include coupons or a toll-free number to generate leads. In general, prospects could be drawn from a variety of sources: 1. Current Customers, 2. Personal Contacts, 3. Referrals, 4. Telephone, 5. Computerized Databases, 6. Trade Publications, 7. Trade Shows.
2.) Is environmental scanning importantly related to prospecting? Explain fully.
Prospecting MUST also include scanning of the Marketing Environment: Strengths, Weaknesses, Oppurtunities, and Threats (SWOT) Analysis. Prospecting has to consider also the changing marketing environment to gather information about social, economic, technological, competitive, and regulatory forces. Experimental scanning of the internal and external market is important because changes in the marketing environment are source of strengths, weaknesses, oppurnuties, and threats to be managed.
3.) What are some of the basic questions for key account