User Account

All Pages

How should jennifer prioritize her qualified prospects

Assignment Help Marketing Management
Reference no: EM132457992

DEVELOPING A STRATEGIC PROSPECTING PLAN

BACKGROUND

  • Jennifer Hamman graduated from the state university and was hired as a sales representative for the Logistics Company. The Logistics Company is a transportation broker that links companies needing products shipped with trucking firms to carry the shipments. After an initial training program, Jennifer was given a couple of existing company customers and a small list of leads to get her started. She began by serving the shipment needs of the existing customers. This gave her some confidence, but she realized that for her to be successful, she must begin prospecting and try to identify the best sales opportunities. The Logistics Company provides an ongoing list of leads that can be accessed by all salespeople. Once a salesperson contacts one of these leads, no other salesperson can contact them. Jennifer started her prospecting by contacting these leads.

CURRENT SITUATION

  • Jennifer has been calling a number of leads each day, but has not been very successful in generating much business. She feels like she is wasting much of her time on leads that are not good sales opportunities. The leads provided by her company are not qualified in any way and the training program she attended focused on cold calling as the basic prospecting method. Jennifer took a professional selling class in college and remembered that the chapter on prospecting emphasized the need to follow the strategic prospecting process to identify the best sales opportunities. She found her professional selling textbook, went to the chapter on prospecting, and decided to create a strategic prospecting plan.

QUESTIONS

Question 1. What methods should Jennifer use to generate sales leads beyond those provided by her company?

Question 2. How should Jennifer qualify the leads provided by her company and those she generates herself? What is the profile of an ideal prospect?

Question 3. How should Jennifer prioritize her qualified prospects?

Question 4. What information should Jennifer collect to prepare for sales dialogue with a prospect?

Question 5. How can Jennifer use social selling to improve her strategic prospecting process?

Reference no: EM132457992

Questions Cloud

What is epistemology : How we as humans perceive the world: epistemology, aesthetics, & language.
Draw the activity diagram of ATM activities : Draw the activity diagram of ATM activities. Explain the following with suitable example - Composition, Association, Generalization, and Aggregation
Dissemination of human rights norms : To what extent can the dissemination of human rights norms impact state and/or individual behavior even without enforcement mechanisms?
What the hard decisions could be in a decentralized system : Even bitcoin, the decentralized, anonymous, permission less network, must deal with important and hard decisions. I would like to understand what these hard.
How should jennifer prioritize her qualified prospects : How should Jennifer qualify the leads provided by her company and those she generates herself? What is the profile of an ideal prospect?
What are the two sources of wisdom : What are the two sources of wisdom? What do they represent?
Government plays in the lives of american citizens : Explain two to three roles that modern government plays in the lives of American citizens. Then, determine at least two benefits and two limitations
Describe chosen organization cloud computing implementation : Write a one-page paper describing your chosen organization's Cloud Computing implementation and the benefits they realized from the implementation. What was.
How should CFI develop the salsa market in Malaysia : What determines the demand for Baik Sos cooking sauces in Malaysia? What are the differences between the factors affecting demand for Baik Sos cooking sauces

Reviews

Write a Review

Marketing Management Questions & Answers

  Integrated marketing communication

Developing an IMC plan of Amazon that aims to create awareness and knowledge amongst Singaporean  consumers of the ethics involved in buying clothing made from Bangladeshi factories  .

  Multiple choice questions on e-commerce

The assignment in Computer Science or Information Technology is about multiple choice questions, particularly in e-commerce. Questions such as types of e-commerce websites, commercial websites, disintermediation, Platform for Piracy, the data that ca..

  Balanced scorecard for red lobster

The assignment in marketing is about Red Lobster, which is one US and Canada's most loved seafood restaurant. It has hundreds of outlets in US and Canada and it now wants to expand further. The approach adopted by Red Lobster has been discussed in fu..

  Marketing plan - marketing audit, swot and smart report

The assignment in marketing is about preparing a marketing plan. As part of marketing plan, the SWOT analysis, assessing the competitive position, identifying critical competitive issues, marketing objectives, strategy and actions have been suggested..

  Marketing plan

Marketing deals with preparing a marketing plan for either an existing product or a new product. Various aspects about launching a new product into the market are discussed ranging from the industry the product belongs to, goals and vision of the com..

  Yamato corporation analysis - harvard case study

Please refer to the PDF for the Case Study and questions.The case study from Harvard Business School is about Yamato Corporation, a parcel delivery company which provides door to door delivery in Japan.

  Marketing plan - create a new product

The assignment in marketing is about competitive analysis for a new product namely "heated insoles". These heated insoles can be put in shoes and they can protect the wearer's feet by keeping them warm during cold winters.

  Report on digital marketing strategy for a website

Promotion strategies of  the one's own developed website

  Integrated marketing campaign of mccafe

Integrated marketing campaign for McDonald's McCafe. McCafe has been launched in Canada. This is a case study which involves the use of digital marketing and social media marketing apart from regular marketing such as TV and radio. All these more are..

  New product development at adidas

In this paper, the researcher also determines the different kind of practices used by Adidas to manufacture shoes for its customers.

  Managing services in competitive environment

Services can be defined as separately identifiable, intangible activities which provide want-satisfaction when marketed to household consumers and/or industrial users.

  Prepare a marketing plan

A marketing plan is an essential tool for any marketer, providing direction for a brand, product or organization. A marketing plan describes the marketing environment, marketing objectives and marketing strategies.

Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

Submit Assignment

Academics

Major Subjects

Majors

Get In Touch

whatsapp: +1-415-670-9521

Phone: +1-415-670-9521

Email: [email protected]

TERMS & POLICIES

HELP & SUPPORT

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd