The Importance of Prospect Profiling in Sales Management

Introduction: In this assignment I will be giving information the following point talk about each sales staff must do or be like when working for these different scenarios. Also I have included the sales technique out of four of them: Cold-calling, Face to face, Telemarketing and drop in visits. Also I have included their own personal interpersonal skills of what it takes to be a sales staff to be working for those scenarios, I have also included examples and relevant pictures.

Presentations from the salesmen give a better understanding of the available services, costs associated with each service, and generate a line of communication with the companies. The presentations potentially help determine the ease of their software, potential issues with staff, and the ability to discuss the variety of scenarios with sales person to determine if they have the technology and capabilities to handle the job. The potential companies will issue quotes to the costs that would be required for the services in question. As a non-profit organization quotes are mandatory to ensure

Personal selling is where a sales man actually comes to target market doors and tries to promote and make a sale from his product. This method of selling is perceived to be quite intimidating and often salesmen can be quite bullish in their approach of the customer. A business that is looking to maintain its corporate image will want to employ good salesmen that will not give off a bad aura when they are at work.

These may include surveys sent to both types of associates in order to determine motivational forces behind selling. While information is gathered, action is not instantaneous. However, the data may be used in the future. The idea is to find the thought patterns behind the action of an individual.

The sales and after sales services would also be immensely different from a salesperson selling bread or eggs in a local supermarket. I would place the different types of cars in this category. For instance, when I was searching to buy a family car, I must have taken at least 3 months of research, test drives, repeated visits to different car showrooms before settling on the car of my

Who should control the needs assessment phase of the interview – the salesperson or the prospect? Why? How is control maintained? (Chapter 10)

Internal sources come from internal company that conducts the recruitment. Recruitment using these sources is relatively quick and inexpensive. Company does not need any advertisement, head hunter or any other form of recruitment that is costly.

personal selling is to persuade customers to purchase their motorcycles, parts, and accessories. A direct response is generated through the contact between the sales representative and the customer.

Prospecting is the first step in the process that identifying qualified potential customers, which is essential to sales success as a database of inappropriate customers will waste time and money. Salespeople or companies can use searching engine like google or eBay to target and

The best way to improve sales and profits is to reach the selected target segments. That being said the marketing officers must make sure their advertisement reaches the customers who are most likely to purchase their products. Companies often develop customer profiles from feedback surveys or marketing research to gather these data records. Target customer variables or demographic factors can include age, gender, income level and education level.

This term paper exercise is designed to have you study the specific sales practices of a company

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in

v Establish criteria, weighting’s, metrics to identify top 30% of opportunities to focus sales effort. Operations:

Based on segmentation, efforts have been made by MTN Zambia to target their communications specifically according to age, location and value as demonstrated in Fig 7 below. Fig 8 further outlines the media share based on the marketing plan contained in the 2014 MTN Zambia Annual Business Plan.

Basically, the specific criteria for selecting new sales managers must be effective leaders and motivators of peple, coordinated with other functional areas, and dedicated with his job.