Imagine you are a salesperson for a company selling photocopiers to SMEs (Small and Medium Enterprises). On your way to a meeting in Scarborough, you notice that Centennial College is building a large addition to the Progress campus. What does that tell you? What would you do in this scenario? Which of the prospecting methods would you use (only 1) and how? 1.COLD CALLING: Contacting a sales lead unannounced and with little or no informationabout the lead.2. CLIENT REFERRAL: A name of a company or person given to the salesperson as a lead bya 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 ofprospects, the salesperson asks the prospect or customer to prepare a note or letter of introductionthat can be sent to the potential customer.4. CENTRES OF INFLUENCE: A name of a company or person given to the salesperson as alead by a customer or even a prospect who did not buy at this time.5. NON COMPETING SALES PROFESSIONALS: Salespeople selling noncompetingproducts.6. NETWORKING (WEB BASED): Using Web Social Media sites designed to helpsalespeople identify and gather information about prospects.7. COMPANY RECORDS: Information about customers already 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 callsthe company to get information.10. OUTBOUND TELEMARKETING: A source of locating prospects whereby thesalesperson contacts the prospect by telephone.11. TRADE SHOWS: Events where companies purchase space and set up booths that clearlyidentify each company and its offerings and that are staffed with salespeople who demonstratethe products and answer questions.12. SEMINARS: A presentation salespeople give to generate leads and provide information toprospective customers who are invited to the seminar by direct mail, word of mouth, oradvertising on local television or radio.13. DIRECTORIES: Electronic or print sources that provide contact and other informationabout many different companies or individuals.14. COMMERCIAL LEADS LISTS: Electronic or print sources that provide contact andother information about many different companies or individuals.15. CUSTOMER RELATIONSHIP MANAGEMENT (CRM): Internal computer-basedprograms that enable connection with existing and potential customers.

Sales requires an attentive mind and a go getter attitude inorder to close maximum sales.

Imagine you are a salesperson for a company selling photocopiers to SMEs (Small and Medium Enterprises). On your way to a meeting in Scarborough, you notice that Centennial College is building a large addition to the Progress campus. What does that tell you? What would you do in this scenario? Which of the prospecting methods would you use (only 1) and how?

Imagine you are a salesperson for a company selling photocopiers to SMEs (Small and Medium Enterprises). On your way to a meeting in Scarborough, you notice that Centennial College is building a large addition to the Progress campus. What does that tell you? What would you do in this scenario? Which of the prospecting methods would you use (only 1) and how?

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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