Question

discuss with salespersons about their prospecting system they use in planning their sales calls. (Subject: sales management)

Answer 1

Prospecting generally involves two phases- the reseach phase and the database building phase.

Research phase - during the research phase, the salesperson understands the customers to be targeted, segments who would be happy to be solicitated etc. Salesperson talks to the customer service and support teams, interviews some customers and finally defines the kind of customer he will be most successfull in pursuing. This also depends upon what skills or specialiy he has and accordingly he defines his prospecting audience

The next phase is data base building phase. The salesperson defines his georgrahphy and based on his intial analysis of targetable prospects. They identify that people who can be potential prospects

The next step is to create an opening for conversations. This makes the efforts of making calls more efficient. The salesperson emails his prospects and seeks out convinient time to call.

After these preparations, they finally make the call