Pete Tsuleff has been interested in the food and beverage industry since he was a little boy.
Question:
Pete Tsuleff has been interested in the food and beverage industry since he was a little boy. His father owned a restaurant/tavern. Tsuleff spent his evenings, weekends, and summers working in the restaurant. At age 21, he began to work as a bartender. He had firsthand experience ordering food, hiring, firing, and running the entire operation by the time he was 25. At age 30, he bought his father out. During the next 10 years, he opened another restaurant/bar and two package liquor stores. Tsuleff’s first love was experimenting with new recipes. He had a chili that won competitions in his hometown. He made a spaghetti sauce that was world-class. His garlic bread and garlic
1. What prospecting methods should Tsuleff use?
2. How can Tsuleff qualify the leads he receives? What qualifying factors will be most important?
3. How can Tsuleff organize his prospecting activities?
4. How should he keep records of his prospects?
5. What recall information is needed by Tsuleff? How will he collect this information?
The Strategic Prospecting Process
Generating Sales Leads
Determining Sales Prospects
Prioritizing Sales Prospects
Preparing for Sales Dialogue
Prospecting Methods
Cold Canvassing
Networking
Company Sources
Published Sources
Developing a Strategic Prospecting Plan
Gathering Prospect Information to Prepare for Sales Dialogue
Obtaining Information on the Buyer
Gathering Information on the Prospect’s Organization
Sources of Information
Determining Other Buyers’ Influences
Foundations of Lodging Management
ISBN: 978-0132560894
2nd edition
Authors: David K. Hayes, Jack D. Ninemeier, Allisha A. Miller.