Question: Within B-to-B context a good sales agent has to be able to ask good questions in order to adapt his prospection approach and commercial proposal

Within B-to-B context a good sales agent has to be able to ask good questions in order to adapt his prospection approach and commercial proposal according to clients needs and according to objectives of clients projects.

AgroPerf sells industrial machinery to firms from food industry. Orders of this type of machinery are rare and represent significant financial objectives for the firm and for the sales agent. In order to find good prospects and elaborate a relevant strategy, the sales agent has to deploy his expertise, use suitable tools and master good techniques.

Questions

According to you what stages should the sales agent follow in order to detect and prospect new clients ?
What tools and techniques should AgriPerf sales agent use in order to prioritise his important business clients ?

Step by Step Solution

There are 3 Steps involved in it

1 Expert Approved Answer

Step: 1 Unlock blur-text-image

Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock

Step: 3 Unlock

Students Have Also Explored These Related General Management Questions!

The proposed rates were not in the range the CEO expected given the pricing analysis. The CEO has asked the pricing actuary to verify the total projected loss cost excluding potential large storm...

N A S TIO I C VE A N T I IZ O E T N R C A TI O PE G CA E S R NI H R T E O U P OR M 2 F OM E R T P C A L C H A L LEARNING OBJECTIVES After studying this chapter, you will be able to answer several...

Scandinavian Journal of Information Systems Volume 23 Issue 2 IT Project Management: Studying agility, globalization, organizational mindfulness and outsourced projects Article 4 12-31-2011...

Read the appendix1 and answer the questions 8 to 10 which is given at the end of this page Table of Contents Appendix...

Appendix Chapter 1 - Business plan (excerpt) From Max Lionel Realty business plan FY 2018/19 About Max Lionel Realty Max Lionel Realty (MLR) was founded in 2008 by property developer Max Lionel. The...

Planning is one of the most important management functions in any business. A front office managers first step in planning should involve determine the departments goals. Planning also includes...

National Business Institute of Australia 20 Clark Rd. Ivanhoe Victoria 3079 www.nbi.com.au 03 9499 7872 FNSORG601A Negotiate to achieve goals and manage disputes Student Workbook melbourne . sydney ....

CERTIFICATE IV IN FINANCE AND MORTGAGE BROKING - FN540820 Page 1 UNIT 9 MANAGE PERSONAL AND PROFESSIONAL DEVELOPMENT Unit Code: BSBPEF501 This unit describes the skills and knowledge required to...

This paper should include 3-5 pages of content with an additional cover and reference page. This is a total of 5-7 pages. Please be aware that a properly formatted page will include approximately 350...

How can we assess whether a project is a success or a failure? This case presents two phases of a large business transformation project involving the implementation of an ERP system with the aim of...

atter? 7.8 AD-ROBIC EXERCISES A. Briefing for New Business Select a business in your town that is of interest to you. This can be a retail business with competition in the market. Or it can be a...

A length of wire with a resistance R is cut into two equal-length segments. These segments are then twisted together to form a conductor half as long as the original wire. (a) The resistance of the...

Calculate the number of clones required to obtain with a probability of 0.99 a specific 5-kb fragment from C. elegans.

Mulliple Choive 1 7 8 4 The purchase of long - ived assets The acquisition of treasury stock The payment of prepaid insurance The retirement of bonds

When older adults have difficulty with transportation and communication, or may be reluctant to request needed assistance to which they are entitled, they may be in need of: Group of answer choices...