Topic 5: Strategic Prospecting and Preparing for Sales Dialogue

Question 1

strategic prospecting process (4)

Answer 1

1. determine sales prospects
2. prioritize sales prospects
3. prepare for sales dialogue
4. remaining stages in sales process

Question 2

sales funnel or pipeline

Answer 2

a representation of the trust-based sales process and strategic sales prospecting process

Question 3

prospecting methods (4)

Answer 3

1. cold canvassing
2. networking
3. company sources
4. published sources

Question 4

gather recall info (3)

Answer 4

1. about the buyer
2. about the company
3. about the selling situation