Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Copyright 2010 Pearson Education,Inc.Publishing as Prentice Hall,9-,*,CHAPTER,9,Developing and Qualifying aProspect Base,9-,2,Learning Objectives,Discuss the importance of developing a prospect base,Identify and assess important sources of prospects,Describe criteria for qualifying prospects,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,3,Learning Objectives,Explain common methods of organizing prospect information,Describe the steps in managing the prospect base,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,Prospect,Prospecting,and Prospect Base Defined,Prospect:a potential customer that meets the qualification criteria established by your company,Prospecting:identifying potential customers,Prospect base:is made up of current customers and potential customers,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,4,9-,5,Importance of Prospecting,Every salesperson must cope with customer attrition:,Customer may have a one-time need,Customer may move outside the salespersons territory,Firm may go out of business or merge,Sales may be lost to the competition,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,6,Girards Ferris WheelSupply,FIGURE,9.1,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,FIGURE,9.1,Prospecting Requires Planning,Increase number of people who board the Ferris wheel,Improve the quality of prospects,Shorten sales cycle by determining which prospects are“qualified,Prospecting plans must be monitored continuously for effectiveness,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,7,Sources of Prospects,Referrals,Centers of influence,Directories,Trade publications,Trade shows and special events,Telemarketing and e-mail,Direct-response advertising and sales letters,Website,Computerized database,Cold calling,Networking,Educational seminars,Prospecting by non-sales employees,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,8,9-,9,Referrals,Prospect recommended by current satisfied customer or one familiar with product or service,Endless chain:ask contact who else could benefit from product,Referral organizations:facilitate networking,Friends,family members,centers of influence:a person who may have influence on opinion leaders,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,Lead Generation,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,10,See theWebsite,Lead Generation,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,9-,11,See theWebsite,9-,12,Directories,Hundreds of business and industrial directories available,Many major trade associations publish directories,Be sure to use current copy or edition as prospects shift firms;track people,and,companies,Copyright 2021 Pearson Education,Inc.Publishing as Prentice Hall,Popular National Directories,Middle Market Directory,TrackAmerica,Standard&Poors Corporation Records Service,Thomas Register of American Manufacturers,Polk City Directory,