CHAPTER 6
PROSPECTING
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3. Describe a product or service that is pretty substantial in terms of cost that you hope or
intend to buy in the next year. Now, assume that there is a salesperson who would like to
know of your interest and hopefully sell you that product or service. Who would be an
effective center of influence in this situation? In other words, whom do you know that a
salesperson for that product could talk to in order to learn more about your interests and
desires?
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69 If you were a salesperson for the following, how would you develop a prospect list?
a. A new line of light fixtures that are energy efficient.
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b. A travel agency specializing in medical tourism (for people traveling to a country
other than their own to obtain medical treatment).
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c. A manufacturer of commercial baking and pastry supplies.
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1. First, study the website for the hotel, so you can become more familiar with its ambience
and offerings (search for “Chicago Marriott Downtown Magnificent Mile”).
2. Tell how you would use satisfied customers to prospect for meetings and conventions for
the upcoming year on your schedule.
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EXERCISE 6-1 ACTUAL PROSPECTING AND PRECALL ACTIVITIES
OF A SALESPERSON
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Exercise 6-2 Linked In Exercise
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