Answer:SCENARIOS Imagine you are a salesperson for a company selling photocopiers to SMEs (Small and Medium Enterprises). On your way to a meeting at Centennial college, you have noticed the area building a large addition to their campus. What does that tell you? What would you do in this scenario? Which of the prospecting methods would you use and how? You've worked with a very happy customer (Cutting edge Canadian based lithium batteries manufacturer) for over 5 years. The company has a great reputation in the North American market. How else can you benefit from this B2B relationship? What would you do in this scenario? Which of the prospecting methods would you use and how? Your company produces hight quality industrial garage doors paint. As a sales representative, you're trying to reach North American producers of recreational and commercial boats. What is the best way to reach out to a valuable new connection? Which of the prospecting methods would you use and how? (PS: Do you already have a LinkedIn account?) You are a salesperson for a restaurant supply company. You've mainly been servicing a wide range of small independent establishments. One of the objectives for the next 2 years is to increase your revenues, hence add new customers. Recently, there's been an opening of a brand new, large and upmarket restaurant in the city. Which of the prospecting methods would be most effective? Why? How? Your new job is working for an international tool company Fortwayne Tools. They've been manufacturing the most expensive, heavy-duty equipment in the commercial construction category since the 1950s. This year, Fortwayne Tools has also begun stocking a more affordable line of homeowner-focused tools. You are responsible for both lines - heavy-duty commercial and homeowner-focused tools. The new expansion has now enabled you to start approaching retail chains. Which of the prospecting methods would be most effective, and how?
Prospecting Sources and Methods
1. COLD CALLING
Contacting a sales lead unannounced and with little or no information about the lead.
2. CLIENT REFERRAL
A name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.
3. INTRODUCTION A variation of a referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.
4. CENTRES OF INFLUENCE A name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.
5. NON COMPETING SALES PROFESSIONALS
Salespeople selling noncompeting products.
6. NETWORKING (WEB BASED) Using Web sites designed to help salespeople identify and gather information about prospects.
7. COMPANY RECORDS Information about customers in a company database.
8. ADVERTISING INQUIRIES Sales leads generated from company advertising efforts.
9. INBOUND TELEMARKETING A source of locating prospects whereby the prospect calls the company to get information.
10. OUTBOUND TELEMARKETING A source of locating prospects whereby the salesperson contacts the prospect by telephone.
11. TRADE SHOWS Events where companies purchase space and set up booths that clearly identify each company and its offerings and that are staffed with salespeople who demonstrate the products and answer questions.
12. SEMINARS A presentation salespeople give to generate leads and provide information to prospective customers who are invited to the seminar by direct mail, word of mouth, or advertising on local television or radio.
13. DIRECTORIES Electronic or print sources that provide contact and other information about many different companies or individuals.
14. COMMERCIAL LEADS LISTS Electronic or print sources that provide contact and other information about many different companies or individuals.
15. CUSTOMER RELATIONSHIP MANAGEMENT (CRM) Internal computer-based programs that enable connection with existing and potential customers.
Step-by-step explanation: