First, get familiar with the 15 different methods of prospecting named and described in the table below .

Carefully read the scenarios provided below .choose any 1 out of these two.

Ensure that your answer is concise, contains all of the necessary detail and rationale, plus contains your own perspective.(real life example)

SCENARIO

1. Imagine you are a salesperson for a company selling photocopiers to SMEs (Small and Medium Enterprises). On your way to a meeting at Centennial college, you have noticed the area building a large addition to their campus. What does that tell you? What would you do in this scenario? Which of the prospecting methods would you use and how?
2. You are a salesperson for a restaurant supply company. You've mainly been servicing a wide range of small independent establishments. One of the objectives for the next 2 years is to increase your revenues, hence add new customers. Recently, there's been an opening of a brand new, large and upmarket restaurant in the city. Which of the prospecting methods would be most effective? Why? How?

different methods of prospecting

1.COLD CALLING

Contacting a sales lead unannounced and with little or no information about the lead.

2. CLIENT REFERRAL

A name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

3. INTRODUCTION A variation of a referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter of introduction that can be sent to the potential customer.

4. CENTRES OF INFLUENCE A name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

5. NON COMPETING SALES PROFESSIONALS

Salespeople selling noncompeting products.

6. NETWORKING (WEB BASED) Using Web sites designed to help salespeople identify and gather information about prospects.

7. COMPANY RECORDS Information about customers in a company database.

8. ADVERTISING INQUIRIES Sales leads generated from company advertising efforts.

9. INBOUND TELEMARKETING A source of locating prospects whereby the prospect calls the company to get information.

10. OUTBOUND TELEMARKETING A source of locating prospects whereby the salesperson contacts the prospect by telephone.

11. TRADE SHOWS Events where companies purchase space and set up booths that clearly identify each company and its offerings and that are staffed with salespeople who demonstrate the products and answer questions.

12. SEMINARS A presentation salespeople give to generate leads and provide information to prospective customers who are invited to the seminar by direct mail, word of mouth, or advertising on local television or radio.

13. DIRECTORIES Electronic or print sources that provide contact and other information about many different companies or individuals.

14. COMMERCIAL LEADS LISTS Electronic or print sources that provide contact and other information about many different companies or individuals.

15. CUSTOMER RELATIONSHIP MANAGEMENT (CRM) Internal computer-based programs that enable connection with existing and potential customers.