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PROSPECTING ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin chapter 7 SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE:
[object Object],[object Object],7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],The Importance of Prospecting 7- McGraw-Hill/Irwin
Relationship Between the Steps in the Selling Process and the Designation of the “Buyer” 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of a Good Prospect 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of a Good Prospect (continued) 7- McGraw-Hill/Irwin
Satisfied Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin
Satisfied Customers (continued) 7- McGraw-Hill/Irwin Negative referral Customer who tells others about how poorly you or your product performed. Selling deeper Additional sales to satisfied customers who provide leads. Referral events Gatherings designed to allow current customers to introduce prospects to the salesperson, to generate leads.
Endless-Chain Method 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Networking 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Internet, Ads, and Direct Mail 7- McGraw-Hill/Irwin
Shows, Fairs, and Merchandise Markets ,[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin
Seminars, Lists, and Directories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Data Mining, CRM Systems, Cold Calling, and Spotters 7- McGraw-Hill/Irwin
Telemarketing and Sales Letters ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin
Other Sources of Leads ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],Lead Qualification and  Management Systems 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Overcoming a Reluctance to Prospect 7- McGraw-Hill/Irwin
[object Object],[object Object],Overcoming a Reluctance to Prospect (continued) 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Overcoming a Reluctance to Prospect (continued) 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Overcoming a Reluctance to Prospect (continued) 7- McGraw-Hill/Irwin
[object Object],[object Object],[object Object],[object Object],[object Object],Summary 7- McGraw-Hill/Irwin

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Pp Ch007

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  • 5. Relationship Between the Steps in the Selling Process and the Designation of the “Buyer” 7- McGraw-Hill/Irwin
  • 6.
  • 7.
  • 8.
  • 9. Satisfied Customers (continued) 7- McGraw-Hill/Irwin Negative referral Customer who tells others about how poorly you or your product performed. Selling deeper Additional sales to satisfied customers who provide leads. Referral events Gatherings designed to allow current customers to introduce prospects to the salesperson, to generate leads.
  • 10. Endless-Chain Method 7- McGraw-Hill/Irwin
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
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