mod 3 a 3 chapter 5 case study
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School
Indian River State College *
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Course
2020
Subject
Information Systems
Date
Dec 6, 2023
Type
docx
Pages
2
Uploaded by DoctorJaguarMaster655
Sawyer Beaulieu
Salesmanship
Thom Jones
10/13/2023
1.
What methods should Jennifer use to generate sales leads beyond those provided by her
company?
Jennifer might employ a range of strategies, including networking, attending industry events, and
performing research to find potential clients, to create sales leads in addition to those offered by
her company. She might also think about using social media, like LinkedIn, to connect with new
clients and spot business prospects.
2.
How should Jennifer qualify the leads provided by her company and those she generates
herself? What is the profile of an ideal prospect?
Jennifer should consider elements like the industry, size, location, and shipping requirements of
the potential customer when qualifying the leads her business provides and those she develops on
her own. She should also think about if the prospective client needs the services provided by the
logistics company and whether he or she is able to pay for them.
3.
How should Jennifer prioritize her qualified prospects?
Companies in industries that demand regular shipping, like manufacturing or retail, and that are
close to the Logistics Company's network of trucking partners would likely fit Jennifer's ideal
prospect profile. Additionally, these businesses would need to be able to pay for the Logistics
Company's services and handle a sizable number of shipments.
4.
What information should Jennifer collect to prepare for sales dialogue with a prospect?
Jennifer needs to gather details on a prospect's industry, size, location, and shipping requirements
to prepare for a sales conversation with them. She should also learn about the prospective
customer's present shipping practices, any potential problems or difficulties they could be
experiencing, as well as the decision-making procedure and the main decision-makers.
5.
How can Jennifer use social selling to improve her strategic prospecting process?
Jennifer may utilize LinkedIn to interact with potential clients and find potential sales
possibilities as part of her strategic prospecting strategy. She might also study possible clients on
LinkedIn to learn more about their business, size, location, and shipping requirements. She may
network with other professionals in the transportation and logistics sector using LinkedIn, as well
as find prospective collaborators or sources for referrals.
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