N5 Sales Management


Activity 5


Why will you not recommend a salesperson to use the telephone directory in general as a prospecting source? Motivate with examples.


A telephone call can identify the prospect, gather and provide information, arouse interest in the product and even help to overcome objections. The telephone call can be followed up by personal visit to make the sales presentation.


The telephone can also be used to contact existing customers who have not bought anything for some time.


Insurance companies and businesses selling timeshare resorts often sell their product over the telephone.


Conclusion


Salespeople should show resourcefulness and originality in finding prospects. Different salespeople who sell different products and services, find prospects in different ways and from different sources.


The most important prospects are always existing customers. A salesperson can never devote too much time and attention to them.


The salesperson, who gives himself exposure by moving around, meeting people, belonging to clubs and societies, is involved in his community and is always on the look-out for new business, will never have a shortage of prospects. Network, network, network!


Activity 6 1. On which factors will the prospecting technique(s) chosen by the salesperson depend on? 2. Discuss possible prospecting techniques that a salesperson selling new cars can use. 3. List and explain five business leads that a salesperson can make use of to find prospects. 4. Indicate whether the following statements are true or false: 4.1 A spotter is a person that refers prospects to the salesperson. 4.2 An example of an influence centre can be a well-known sport star representing a specific product.


4.3 Cold canvassing means that a salesperson has some knowledge of the prospect.


5. Explain how a salesperson from OUTsurance can use the following prospecting techniques to find prospective buyers and give examples : 5.1 Influence centre 5.2 Endless-chain technique 5.3 Direct mail and brochures 5.4 Social media


6. What advantages does the endless-chain technique provide?


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