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 they are 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?

You've worked with a very happy customer (Cutting edge Canadian based lithium batteries manufacturer) for over 5 years. The company has a great reputation in the North American market. How else can you benefit from this B2B relationship? What would you do in this scenario? Which of the prospecting methods would you use and how?

Your company produces high quality industrial garage doors paint. As a sales representative, you're trying to reach North American producers of recreational and commercial boats. What is the best way to reach out to a valuable new connection? Which of the prospecting methods would you use and how?

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?

Your new job is working for an international tool company Fort Wayne Tools. They've been manufacturing the most expensive, heavy-duty equipment in the commercial construction category since the 1950s. This year, Fort Wayne Tools has also begun stocking a more affordable line of homeowner-focused tools. You are responsible for both lines - heavy-duty commercial and homeowner-focused tools. The new expansion has now enabled a new market to go after. Describe what would be the first three methods you would use for prospecting homeowners? Why those methods and how would you do it?

Answer rating: 100% (QA)

Scenario 1 Observing Campus Expansion at Centennial College Observation The expansion at Centennial College could indicate potential growth and increa... View the full answer