EBK MARKETING
9th Edition
ISBN: 9780134292786
Author: Stuart
Publisher: YUZU
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Question
Chapter 14, Problem 10QA
Summary Introduction
To define: Meaning of prospecting and way to qualify the prospect. Steps in creative selling process ever contacted the buyer are important to sale.
Introduction:
Prospecting is the prior steps in the process of sales, which helps in identifying the potential customers. The customers have different needs in actively buying the products of their demand. Approaches are used and analyzed by businesses to sell the required product in creative way so that customer is satisfied.
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What is prospecting? What does it mean to qualify the prospect? What is !he preapproach? Why are these steps in 1he crealive selling process that occur before you ever contact the buyer so important to the sale?
Faced with a selling situation, do you have a sales orientation or a customer orientation?
What are the different factors that a salesman must look into before approaching the prospect?
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- What is value selling?arrow_forwardYou work as a sales representative in a company that manufactures surgical equipment. Before calling on an important prospect, you decide to search the Internet and find out details about her/him. What step in the selling process is being carried out here? What is the importance of this step?arrow_forwardYou work as a sales representative in a company that manufactures surgical equipment. Before calling on an important prospect, you decide to search the Internet and find out details about her/him. What step in the selling process is being carried out here? What is the importance of this step? please give the reference where you get data to collect information about it.arrow_forward
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