Case Study Questions:

1.What methods should Jennifer use to generate sales leads beyond those provided by her company?

2.How should Jennifer qualify the leads provided by her company and those she generates herself? What is the profile of an ideal prospect?

3.How should Jennifer prioritize her qualified prospects?

4.What information should Jennifer collect to prepare for sales dialogue with a prospect?

5.Jennifer used Linkedin during college and wanted to employ it in her strategic prospecting process. How can she best use Linkedin?

Current Situation

Jennifer has been calling a number of leads each day, but has not been very successful in generating much business.She feels like she is wasting much of her time on leads that are not good sales opportunities.She found her professional selling textbook, went to the chapter on prospecting and decided to make a strategic prospecting plan.

Background

Jennifer Hamman graduated from the state university and was hired as a sales representative for the Logistics Company.The Logistics Company is a transportation broker that links companies needing products shipped with trucking firms to catty the shipments.After an initial training program, Jennifer was given a couple of existing company customers and a small list of leads to get her started.She began by serving the shipment needs of the existing customers.This gave her some confidence, but she realized that for her to be successful, she must begin prospecting and try to identify the best sales opportunities.The Logistics Company provides an ongoing list of leads that can be accessed by all salespeople.Once a salesperson contacts one of these leads, no other salesperson can contact them.Jennifer started her prospecting by contacting these leads.

Developing a Strategic Prospecting Plan:

Developing a Strategic Prospecting Plan 5 ALLOCATE TIME: Establish a regular STAY POSITIVE: daily schedule for Develop confidence by conducting prospecting knowing your products activities. and believing that you offer the SET GOALS: best solutions. Establish daily, weekly, and monthly quotas for acquiring new prospects. KEEP EVALUATE: RECORDS: What is working for Track your results you? Compare results from using the different and use the methods prospecting methods. that work best for you. 02011 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part