Topic 5: Strategic Prospecting and Preparing for Sales Dialogue Flashcards Preview

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Flashcards in Topic 5: Strategic Prospecting and Preparing for Sales Dialogue Deck (4)
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1

strategic prospecting process (4)

1. determine sales prospects
2. prioritize sales prospects
3. prepare for sales dialogue
4. remaining stages in sales process

2

sales funnel or pipeline

a representation of the trust-based sales process and strategic sales prospecting process

3

prospecting methods (4)

1. cold canvassing
2. networking
3. company sources
4. published sources

4

gather recall info (3)

1. about the buyer
2. about the company
3. about the selling situation