MKTG 3104 Lecture Notes - Lecture 19: Teleconference, Sales Process Engineering
Document Summary
*watch the videos from today bc i didn"t pay attention in class. Generate and qualify leads: sources of leads: current customers, networking events, trade shows, the internet. Cold calls, telemarketing (ex: wolf of wall street didn"t start with anything, built his way up) Pre-approach: extends the qualification procedure, set goals for what is to be accomplished, be prepared, study up, have all the facts. Closing the sale: getting the order, often the most stressful part of the sales process, a no one day may be the foundation for a yes another day. Reliability, responsiveness, assurance, empathy, tangibles: email vs. hand written notes. Try to respond to emails in only 3 sentences. Hand written notes are the ones that make a difference because someone took the time to do it. If you can be autonomous and work on your own you can do really well company car, gas card, etc. Resilience: have to be ok with hearing no a lot.
