Question 6

20 Marks

Identifying and developing potential customers is an important aspect of the customer strategy. In the terminology of persona selling, this process is often referred to as prospecting in Business to Consumer (B2C) selling. In Business to Business (B2B), this process is often referred to as account or business development.

6.1 Locating companies to work for is a form of prospecting.

Assuming you are interested in changing careers, develop a list of 10 companies for which you would like to work. Assign each company a priority according to your interest, from the most desirable (1) to the least (10).

Organize your list in six columns showing the: (Remember to state the sources you used to get this information.

company name, telephone number, address, person in charge of hiring, prospect information, and priority. (12 Marks)

Study the scenario and complete the question(s) that follow:

Scenario Adaptive selling is a customized selling approach which is based on several factors such as the feedback received from the customer, the sales situation and the customer you are selling to. One important feature of this selling approach is to understand the customers social life. The aim of adaptive selling is to offer a more consultative selling approach especially in an industry or global economic world which is full of uncertainty, fear, instability, and complexity. Assume that you are a salesperson who calls on retailers. For some time you have been attempting to get an appointment with one of the best retailers I the city to carry your line. You have an appointment to see the head buyer in one and one-half hours. You are sitting in your office. It will take you about 30 minutes to drive to your appointment

6.2 Outline what you should be doing between now and the time you leave to meet your prospect. (8 Marks)