Education

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 10:
Write a report on
prospecting activities

3. Lesson Objective
1. Importance of writing an activity report
2. Information needed to write the report
3. Important elements to consider as well
before writing a report

4. Importance of writing an activity report
 The report can be used to show the effort
made by the sales representative to close a
certain deal
 The report is needed sometimes by superiors
during the sales representative’s appraisal
 It helps plan up-coming activities and sales
budgeting
 It helps assess the results obtained and adjust
it in the future
 Accuracy of the report is important as well to
show the sales representative’s professional
image vis-à-vis their colleagues or superiors

5. Information needed to write the report
 Prospecting techniques used
 Activities carried out
 Information gathered from prospects
 Results obtains:
• Number of prospects met
• Number of prospects converted to customers
• Number and amount of business opportunities
created
 Means used to follow-up on prospects

6. Important elements to consider
as well before writing a report
 Prospect’s feedback and
suggestion
 Prospect’s level of satisfaction
 Prospect’ survey

7. Prospecting cycle - Summary
1. Determine the limits of the sales territory
2. Determine the target Clientele
3. Create a database of prospects
4. Select a prospecting approach
5. Prepare to contact prospects
6. Call Prospects on the phone
7. Update the database of prospects
8. Follow up on prospects
9. Write a prospecting report

8. Make a lesson Summary

9. Have a wonderful evening 