questiom 5

5 CHAPTER CASE DEVELOPING A STRATEGIC PROSPECTING PLAN BACKGROUND Jennifer Harian graduated from the state university and was hired as a sales representative for the Logistics Company The Logistics Company is a transportation broker that links companies needing products shipped with trucking firms to carry the shipments. After an initial training program Jennifer was given a couple of existing company customers and a small list of leads to get her started. She began by serving the shipment needs of the existing customers. This gave her some confidence, but she realized that for her to be successful, she must begin prospecting and try to Identify the best sales opportunities. The Logistics Company provides an ongoing list of leads that can be accessed by all alespeople. Once a salesperson contacts one of these leads. no other salesperson can contact them. Jennifer started her prospecting by contacting these leads QUESTIONS 1 What methods should senere to generales leads beyond those provided by her coman! 2 How should Jennifer qualify the leads provided by her company and those she generates hener? What is the profile of an ideal prospect 3 How should Jennifer prioriteter qualified prospects What information should Jennifer collect to prepare for les dialogue with a prospect! 5 How can Jennifer use social selling to improve her strategic prospecting process? ROLE PLAY Situation: Read case and prepare a strategic prospecting plan Characters: Jennifer and her sales manager Scene: Jennifer has implemented her strategic prospecting plan and been very successful. She has been the top seler in her office for the past two months. Her sales manager is impressed and he asks her what she is doing to be so successful. She indicates that her success is due to spending most of her time with the best sales opportunities. He wants to talk to her about her strategic prospecting plan and sets CURRENT SITUATION Jennifer has been calling a number of leads each day, but has not been very successful in generating much business She feels like she is wasting much of her time on leads that enot good sales opportunities. The leads provided by her company are not qualified in any way and the training program she attended focused on cold calling as the basic prospecting method Jennifer took a professional selling class in college and remembered that the chapter on prospecting med the need to follow the strategic prospecting proiderly the best sales opportunities. She Sed tem proles on selling textbook, went to the teron precion, and decided to create a strategic up a meeting Location: Sales manager's office Action: Role play the meeting between Jennifer and her sales manager The sales manager should ask many questions and Jennifer will respond to these questions The use of social selling has been valuable to Jennifer and no other salespeople at the Logistics Company are using social selling so make sure the role of social seling's included in the role play