Company leads
Mini fairs and exhibits
Sales blitz
Cold canvass method
For the salesman knows how to deal properly with the prospect
So that the salesman knows the financial capacity of the prospect
For the salesman knows when to approach the prospect
None of the above
Salesman looks for possible buyers of the product.
Salesman obtains the background information of the prospect,
Hit and miss opportunity of the prospect
The situation where salesman approaches the prospect
Know needs and problems of the prospect.
Know background information of the prospect.
Create more linkages and network.
Distinguish the prospect from the suspect.
Need factor
Ability to pay factor
Willing to buy factor
Authority to decide factor
Aftersales factor
Friends and Acquaintances
Referrals
Endless chain method
Center of influence method
Friends and acquaintances
Referrals
Endless chain method
Center of influence method
Fiends and Acquaintance
Referrals
Endless chain method
Center of influence method
Friends and Acquaintances
Referrals
Endless chain method
Center of influence method
Company leads
Mini fairs and exhibits
Sales blitz
Cold canvass method
Company leads
Mini fairs and exhibits
Sales blitz
Cold canvass method
Passover technique
Compensation method
Yes but technique
Boomerang method
In order not to disrupt the day to day schedule of the prospect
In order to fit the sales presentation of the prospects convenient time and place
To have a busy day preparing for a sales presentation
To create more network and linkages
Brochure
Price list
Policy contract
Documents about the company
Ballpen
Calculator
The time when the salesman closed a sale.
The time when a salesman and the prospect see each other.
When the salesman is prospecting
None of the above
Greet the prospect
Introduce yourself
Offer a handshake
Discuss few related matters
Introduce the product
Ask for referrals
Ask to endorse the product
Benefits of the product
Price and discount of the product
Famous personalities who used the product
None of the above
Salesman must first use the product he sales and shares his experience of it to the prospect.
Salesman must use celebrities who used the product to create interest
Salesman must talk about the prestige of the company who created the product.
None of the above.
Desire
Need
Wants
None of the above
True
False
True
False
True
False
Being able to fulfill the needs of your prospect.
Being able to fulfill the wants of your prospect.
Making your prospect famous when using the product.
None of the above.
Show evidence about the realities of the product
Salesman must help the prospect understand why he/she is buying the product
Selling not the product, but selling what the product can do.
Show the celebrities that endorses the product.
Obtaining favorable response of the prospect.
Producing conviction of the prospect
Providing satisfaction
None of the above
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