Quiz 5: Strategic Prospecting and Preparing for Sales Dialog

Business

After graduating from the State University, JH was hired as a sales representative for the logistics company that helps in the shipments through trucking firms to deliver the company product needs. Post to her initial training program, she was provided with a list of few existing customers to kick start the job responsibilities. In turn, dealing with the existing customer range has built in confidence towards the roles and responsibilities of her job profile. The company has the process of providing the list of leads and makes it available to all the sales personnel. It is also made sure that once a sales person contacts a particular lead, they should not be contacted again by others. In the current context, she started contacting the leads. But, nothing turned fruitful or prospective. She felt that those leads were of no productive use and thus, prepared a strategic prospecting plan. It is an outcome of the selling classes, she has undertaken during her college days. The methods that JH must use to generate sales leads beyond those provided by the company are as follows: • The process of using referrals and introduction would be a value add in the cold call methods to obtain prospective results • The extensive use of technology.i.e. electronic or print sources to understand and evaluate the business processes and its needs in relation to the company offered services • By maintaining the healthy relations with the existing customer base and creating leads through them would yield prospective results, as it helps in recognizing the particular company's needs and shipment plans • By creating a strategic prospective plan, which helps in aligning the companies needs with the individual plans of the sales person • It is highly essential to maintain a productive tracking system that helps in archiving and to form a chronological information on the contacts and their requirements In addition to the above, the sales person must develop a wide range of the network with the market players by joining the professional organizations and professional memberships. It would be flexible to convert the leads into a business profits, as it involves strategic planning of making optimum utilization of the resources.

After graduating from the State University, JH was hired as a sales representative for the logistics company that helps in the shipments through trucking firms to deliver the company product needs. Post to her initial training program, she was provided with a list of few existing customers to kick start the job responsibilities. In turn, dealing with the existing customer range has built in confidence towards the roles and responsibilities of her job profile. The company has the process of providing the list of leads and makes it available to all the sales personnel. It is also made sure that once a sales person contacts a particular lead, they should not be contacted again by others. In the current context, she started contacting the leads. But, nothing turned fruitful or prospective. She felt that those leads were of no productive use and thus, prepared a strategic prospecting plan. It is an outcome of the selling classes, she has undertaken during her college days. JH must be proactive in performing ground work about the individual lead, by evaluating and assessing their nature of the business, needs and requirements by taking their previous shipment transactions into consideration. It gives a competitive edge over the other players in the market by offering the specific set of the services that are best fit according to their business model. In addition to the above, the process of using referrals and introduction would be a value add in the cold calling methods to obtain prospective results. By creating a strategic prospective plan, which helps in aligning the companies needs with the individual plans of the sales person. It is highly essential to maintain a productive tracking system that helps in archiving and to form chronological information on the contacts and their requirements. The profile of an ideal prospect is to deliver the best fit services to the respective company or an organization depending upon their shipment needs and requirements. It involves providing satisfied level of the quality services to the existing customer base and developing the progressive business plans through them by recognizing the concerned business requirements. The continuous assessment of the business requirements helps in identifying the potential areas in converting the leads or prospects into profitable business. However, the ideal way of generating the business is through networking and by building healthy relations with the market players.

After graduating from the State University, JH was hired as a sales representative for the logistics company that helps in the shipments through trucking firms to deliver the company product needs. Post to her initial training program, she was provided with a list of few existing customers to kick start the job responsibilities. In turn, dealing with the existing customer range has built in confidence towards the roles and responsibilities of her job profile. The company has the process of providing the list of leads and makes it available to all the sales personnel. It is also made sure that once a sales person contacts a particular lead, they should not be contacted again by others. In the current context, she started contacting the leads. But, nothing turned fruitful or prospective. She felt that those leads were of no productive use and thus, prepared a strategic prospecting plan. It is an outcome of the selling classes, she has undertaken during her college days. JH should prioritize her qualified prospects in the following ways: • Initially, JH must focus on spending her potential amount of the time on exploring the potential opportunities and ways to convert them into profitable business • By creating a default customer profile as per our services, which would be helpful in assessing the new clients and the close fit could be identified as a prospective customer • The sales prospects must be categorized based on the evaluation of the company's profile as high priority, medium priority and least priority categories • As per the categories, the meetings need to be scheduled with the respective companies and need to establish a relationship to convert into prospective sales • The potential customers need to be recognized depending on the past shipment records and must be frequently in contact to maintain the business live irrespective of immediate sales conversion or for future leads Thus, the priorities differ from individual to individual sales person and from company to company. But, above mentioned are the basic ways of prioritizing the prospective qualified sales leads and is considered to be the most effective way for sustaining in the market.