Using information-in-prospecting-and-sales-call-planning2658

Using Information in Prospecting and Sales Call Planning ,[object Object]

Learning Objectives ,[object Object],[object Object],[object Object]

Learning Objectives ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],Three Major Objectives of CRM

[object Object],[object Object],[object Object],[object Object],How CRM Enhances Relationship Selling

Process Cycle for CRM 5.1 Source: Ronald S. Swift, Accelerating Customer Relationships: Using CRM and Relationship Technologies. Upper Saddle River, NJ: Prentice Hall PTR, 2001, p. 40.

[object Object],[object Object],Qualifying the Prospect – Five Key Questions

[object Object],[object Object],[object Object],Qualifying the Prospect – Five Key Questions

[object Object],[object Object],[object Object],[object Object],Prospecting is a Priority When…

Steps in a Prospecting Plan ,[object Object],[object Object],[object Object],[object Object],[object Object]

Overcoming Call Reluctance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Elements of the Preapproach ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sample First Sales Call Goals ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Items to Research Before the Sales Call 5.5

Presentation Planning Items ,[object Object],[object Object],[object Object],[object Object]

Tips for a Professional Image ,[object Object],[object Object],[object Object],[object Object]

Dress to Achieve ,[object Object],[object Object],[object Object]

Using information-in-prospecting-and-sales-call-planning2658

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