$$ Remember it is important to draft good open$-$ended questions, not ones that can be answered with $$yes$$ or $$no$.$

$$ When prospecting we ask that you do not contact people you know. The intent of this exercise is for you to conduct cold calls, and thus experience the true nature of prospecting.

$$ Create two open ended questions for each of the following categories $/$themes:

$1.$ Career in sales. How did they get into the sales profession?

$2.$ How they prospect for new clients

$3.$ How they uncover needs, when probing with a prospect$/$client $($SPIN$)$

$4.$ Features, Advantages, Benefits, $($FAB$)$ and their Unique Value Proposition $($UVP$)$

$5.$ How they are dealing with objections

$6.$ Closing strategies and or techniques

$7.$ Key attributes that make a professional B$2$B Sales professional a success

$8.$ Recommendations for students who want to succeed in sales$/$marketing$.$

What are the expectations for Part #$1$ of this project?

$$ Author a report, double$-$spaced, with all three sections completed in full.

$$ Write a clear and concise prospecting strategy and implementation plan.

$$ No grammar or spelling errors.

$$ Chart to be filled in with accurate information.

$$ Each prospect must be in B$2$B sales $($not HR$,$ project management, marketing, residential real estate, etc.$)$

$$ Once you finish your PART $1$ report, upload it before the due date and then start immediately contacting your prospects. Reason you want to do this is that you want to report in Week $9,$ your progress, your challenges, and your success thus far to your professor. IF you come to the Week $9$ meeting with, he professor and have not started you will gain no marks for PART $1$ of your report.