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Andria Jessie, Assignment #3, MRKG-2333-33420
1. What are the three questions a salesperson asks to determine if an individual or organization is a qualified
prospect? 1.Does the prospect have the money to buy? 2.Does the prospect have the authority to buy? 3.Does
the prospect have the desire to buy?
2. Select a product (good or service) that requires that you use telephone prospecting to contact leads, in order to
arrange a face-to-face sales presentation. The product selected will be the product you use for your telephone
role-play exercise, after completing Chapter 12. The product you select must not be a convenience product, which
means, one not primarily sold through advertising or is intensely distributed.
a. Identify the product: My service is Steam Energy
b. Explain why you selected the product: I choose this product because it is a beneficial way for my customers to
save on energy cost.
3. The text lists 13 different prospecting methods. Select at least five methods that can be used to prospect for
customers for the product you selected. 1. Endless chain customer referrals. 2. Networking. 3. Telephone and
Telemarketing. 4. Sales lead clubs. And 5. Cold canvassing.
4. Explain in order, the four components of sales call planning.
sales call objective - Begin each sales call with at least one objective. Sales is a process. ... Reasonable
objectives are ones that move the selling process forward. Reasonable objectives for a sales call are presenting a
solution and getting feedback, getting agreement for a product trial, or meeting a key decision maker.
customer profile – A consumer profile is a way of describing a consumer categorically so that they can be grouped
for marketing and advertising purposes. By target advertising to a specific market segment, companies and
marketers can find more success in selling a particular product and increase profits.
customer benefit plan - A customer benefit package (CBP) forms part of the operations management (OM) toolkit.
