Chapter 5 Case Study SELL 6th edition

DEVELOPING A STRATEGIC PROSPECTING PLAN BACKGROUND Jennifer Farnman graduated fiom the stake university and was hred as a sales represertative for the Logistics Company. The Loosalcs Corgany s a tramportation broker that iniks companies needing products thipped with trucking firms 10 carry the shipments. After an intol training program. Jennifer was giver a couple of existing conpary cussocnen and a smali fist of leads to get her started. She began by serving the shipmenr needs of the exoting customers This gave ther iome confidence, but she reulsed that for her to be successtix the must begin prospectung and try to identidy the best sales opportun ties. The Logstics Company provides an ongoing list of leads that can be accrsed by all sakespeople. Once a saleiperson contiacts one of theie leads. no other sakiperson can contact them jennifer staned her prospecting by contacting these leadi. CURRENT SITUATION xennifer bas been calling a number of kads each day, but tas not beeo very sucoessful in generaing much bushess. She feeb the she is wosting much of ther time on ieads that are not good wales opportunties. The kads provided by her company are not qualifed in any way and the training program she atsended focused on cold calling as the bask prospecting method kernfer took a prefessional selling dass h college and remembesed that the chapter on prospecting emphaszed the need to folow the strategic prospecting process to identify the best sules opportunites. Ste found her pofessonal seling textibook, wert no the chapter on groypecting, and decided to cever a strategic prospecting plan. QUESTIONS 1. Whe methods should xemile use to generate wes leads beyond those pravided by her company? 2. How should sennffer qualfy the kads provided by her compary and those she generotes herself what is the profile of an ideal prospect? 3. Haw should jennder peorkige her qualfed poupects 4. What information should benniler collect to prepare for sles dialogue weh sprogpect? 5. How cas jennifer use social selling to improve her strategic provipecting procews? ROLE PLAY Situation: Read crse and picpare a sautegc pucipecting plan. Characters: iemiler and her sales managet Scene: Jemiter has mplemented ther youtegic prospecang plan and been wery wabcetsful. She has been the sop seler in her offlce for the past two months. Her sales manager is impressed and he aski her. what she is doing to be so wocessf She indicates that her success b die bo spending most of her lime with the best wes opportuntes. He wants to tak to her about her stratege prospecting plin and seth up a meeting. Location: Sales managers office Action: Role play the mevting between jenniler and her sales manager. The sales munager should askmany questions and jennter will respond to theie quewion. The use of soclal seling has been valuabie to Jennfer and no other salespeople at the Logisics Company are uning social seling, so make sure the role of soctal seting is included in the sole play. 123