Submitted By :

Asams V.K

Ashish Mehta

Submitted To :

Prof. Ajit Patil

Prospecting

The step in the selling process in which the salesperson or company identifies qualified

potential customers

The process of looking for and checking leads is called prospecting

or determining which firms or individuals could become customer

100: 1 will be the ratio for most of time

Best source is reference

Prospecting can be qualified by looking at their financial ability,

volume of business, special needs, location and possibilities for growth

Don’t forget

the

importance

of

database

Pre-approach

It’s a sort of homework

Stage in which salesperson learn about prospective customer

Customer can be a person or organisation

Per-approach begins with a sound research

This research lead to create a strategy for customers

Email or call for an appointment

Approach

First impression is the best impression

Pls.......Don’t try to push any product

Presentation

Handling Objections

“Convince them,

don’t confuse them”

Closing

Customer reaction

Analyse the order

Closing terms

Gain Referrals

Repeat BusinessCustomer

Satisfaction

Follow Up