logging in or signing up first step in personal selling by lisa thomsen ljthomsen Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 77 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: June 28, 2011 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Slide 1: Chapter 18: First Step in the Personal Selling Process by Lisa Thomsen BA 260 Marketing Summer 2011Step 1: Generating Leads (aka Successful Prospecting): Step 1: Generating Leads (aka Successful Prospecting)What Is Prospecting? : What Is Prospecting? Prospecting is the process of identifying potential firms and people most likely to buy the seller’s offerings.A good prospect has..: A good prospect has.. A need for the product or serviceSlide 5: The ability to pay for the product or serviceSlide 6: The authority to buy itSuccessful Prospecting: “You must prospect consistently to be successful .” Successful ProspectingSlide 8: Successful Prospecting is “a process , not an event .”Where are the Customers?: Where are the Customers? Networking (aka Centers of Influence) The four areas of influence are business, social, political, and religious. Selling through relationships is a ten times more productive in generating sales than cold-calling.Who is in Your Center of Influence?: Who is in Your Center of Influence? Schools and colleges attended Hobbies and sports activities Participating in public service organizations and charities Your neighborhood Your church or other religious organization Organizations of which you are a member Friends and AcquaintancesProspecting Methods: Prospecting Methods The Endless Chain After each interview, ask your client for the names of other people who might be interested in your product or service Noncompeting Sales Personnel Example: A computer salesperson can agree to exchange intelligence with a copy machine representative.Other Lead Generators: Other Lead Generators Cold-calling No prior knowledge of prospect’s needs Least effective Time consuming Observation For Sale by Owner—r eal estate agent Bird dog feesOther Lead Generators: Other Lead Generators Direct Mail Use prospect’s name Handwritten and personally sign Include a “P.S.” Contact management software Advertising Generates many leads Takes a lot of time to qualify leads Can be expensiveOther Lead Generators: Other Lead Generators Telemarketing Inbound and outbound Cost effective compared to face-to-face High-tech Prospecting Demo CD’s Email Addresses from sign-up form and “opt-in” Rented address list Web SitesProspecting Methods: Prospecting Methods Trade Shows & Seminars Prospects want to be there Equipment or product can be demonstrated Less intimidatingProspecting Methods: Prospecting Methods Inactive Accounts Reasons for inactivity may not be bad Previous salesperson in the territory stopped calling New purchasing agent New product line created different requirements New production techniques required changes from suppliersWrap it up!: Wrap it up! Be careful in choosing your prospects! Smart salespeople will search for those prospects with whom he or she can establish a long-term relationship Remember the cost of finding a new customer is much higher than keeping an existing one! Start prospecting!Bibliography: Bibliography Lamb, Hair & McDaniel. MKTG4 . Ohio, South-Western, 2011. Marks, Ron. Personal Selling: A Relationship Approach .7 th ed. , Ohio: Atomic Dog Publishing, 2006. You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
first step in personal selling by lisa thomsen ljthomsen Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 77 Category: Education License: All Rights Reserved Like it (0) Dislike it (0) Added: June 28, 2011 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Slide 1: Chapter 18: First Step in the Personal Selling Process by Lisa Thomsen BA 260 Marketing Summer 2011Step 1: Generating Leads (aka Successful Prospecting): Step 1: Generating Leads (aka Successful Prospecting)What Is Prospecting? : What Is Prospecting? Prospecting is the process of identifying potential firms and people most likely to buy the seller’s offerings.A good prospect has..: A good prospect has.. A need for the product or serviceSlide 5: The ability to pay for the product or serviceSlide 6: The authority to buy itSuccessful Prospecting: “You must prospect consistently to be successful .” Successful ProspectingSlide 8: Successful Prospecting is “a process , not an event .”Where are the Customers?: Where are the Customers? Networking (aka Centers of Influence) The four areas of influence are business, social, political, and religious. Selling through relationships is a ten times more productive in generating sales than cold-calling.Who is in Your Center of Influence?: Who is in Your Center of Influence? Schools and colleges attended Hobbies and sports activities Participating in public service organizations and charities Your neighborhood Your church or other religious organization Organizations of which you are a member Friends and AcquaintancesProspecting Methods: Prospecting Methods The Endless Chain After each interview, ask your client for the names of other people who might be interested in your product or service Noncompeting Sales Personnel Example: A computer salesperson can agree to exchange intelligence with a copy machine representative.Other Lead Generators: Other Lead Generators Cold-calling No prior knowledge of prospect’s needs Least effective Time consuming Observation For Sale by Owner—r eal estate agent Bird dog feesOther Lead Generators: Other Lead Generators Direct Mail Use prospect’s name Handwritten and personally sign Include a “P.S.” Contact management software Advertising Generates many leads Takes a lot of time to qualify leads Can be expensiveOther Lead Generators: Other Lead Generators Telemarketing Inbound and outbound Cost effective compared to face-to-face High-tech Prospecting Demo CD’s Email Addresses from sign-up form and “opt-in” Rented address list Web SitesProspecting Methods: Prospecting Methods Trade Shows & Seminars Prospects want to be there Equipment or product can be demonstrated Less intimidatingProspecting Methods: Prospecting Methods Inactive Accounts Reasons for inactivity may not be bad Previous salesperson in the territory stopped calling New purchasing agent New product line created different requirements New production techniques required changes from suppliersWrap it up!: Wrap it up! Be careful in choosing your prospects! Smart salespeople will search for those prospects with whom he or she can establish a long-term relationship Remember the cost of finding a new customer is much higher than keeping an existing one! Start prospecting!Bibliography: Bibliography Lamb, Hair & McDaniel. MKTG4 . Ohio, South-Western, 2011. Marks, Ron. Personal Selling: A Relationship Approach .7 th ed. , Ohio: Atomic Dog Publishing, 2006.