AdmasUni

ver
sit
y
Kal
itCampus

Col
legeofBusi
nessandEconomi
cs

Depar
tmentofMar
ket
ingandSal
emanagement

Uni
tofcompet
nce:I
dent
if
yandpl
ansal
espr
ospect

Tr
ainername:MrNi
gusA

Gener
ali
nst
ruct
ion

➢I
t’
sagr
oupassi
gnmentandt
hegr
oupmembermustbel
esst
han6(
mandat
ory
)

➢ don’
tpl
agi
ari
zef
rom ot
her
sorpl
agi
ari
sm i
sst
ri
ctl
ypr
ohi
bit
ed

➢ Don’
tfor
gett
owr
it
eyourname,
IDNumber
,Sect
ionandot
herdet
ail
sont
hecov
erpage.

➢ Submi
tyourassi
gnmenti
nHar
dCopy
.Sof
tCopyi
snotaccept
abl
e.

➢ Wei
ght15%

➢ Ther
eisnopagel
imi
tat
ionorr
est
ri
cti
on.

➢ Deadl
inet
osubmi
ttheassi
gnmenti
sSene24,
2015

Scenar
ior
elat
edt
oleadgener
ati
onandsal
espr
ospect
:

Imaginey ouar easal esper sonf oraABCcompanyt hatsel l

sor ganicbeautypr oducts.Your
companyhasr ecentl
yl aunchedanew l ineofski ncarepr oducts,andy ouarer esponsi blefor
generati
ngl eadsandi dentif
y i
ngpot enti
alcust omersf orthisnew l ine.Yourt argetmar ketis
womenaged25- 45whoar ei nt
erestedinnat uralandor ganicbeaut ypr oduct
s.Yourcompany
haspr ovi
dedy ouwi thadat abaseofpot entialcust
omer swhohav eshownsomei nt
er estin
organicbeautypr oductsi nthepast .Youal sohav eaccesst osoci almedi apl
at f
or ms,suchas
Inst
agram andFacebook,wher eyoucanr eachoutt opot enti
alcust omers.Yourt aski st o
generateleadsandi dentifypotentialcustomer swhoar einterest
edi ny ournew ski ncarel i
ne.
Youar ealsoresponsiblef orqualif
yingthesel eadsandconv ert
ingthem intosalespr ospect s.

Basedonabov
escenar
iodi
scusst
hef
oll
owi
ngones

1.Howwoul
dyouappr
oacht
hist
ask?

2.Whatl
eadgener
ati
onmet
hodswoul
dyouuse?

3.Howwoul
dyouqual
i
fyandconv
ertl
eadsi
ntosal
espr
ospect
s?

4.Whatst
rat
egi
eswoul
dyouuset
ocl
osesal
eswi
thy
ourpr
ospect
s?
5.Howy
ouappr
oachl
eadgener
ati
onandpr
ospect
ing?

6.Whatar
ethest
ept
oqual
i
fyt
hel
eadi
ntosal
espr
ospect
?

7.How wouldyouident
if
yyourst
rengt
hsandl
i
mit
ati
onswi
thar
angeofpr
imar
yand
secondar
ypr
ospect
ingmet
hods?

8.Whichmethodofpr
ospect
ing woul
dyousel
ectt
omat
cht
hemar
ketwi
thy
ourpr
oduct
orser
vice?

9.Howcoul
dyouchoosepr
ospect
ingmet
hodwi
thy
ourpr
esent
,pr
evi
ousandnewcl
i
ent
?

10.How woul dy ousearchandest abl

i
shcri
ter
iaforquali
fyi
ngleadsaccor
dingtobuyer
accessibi
li
ty,buyermoti
ves,pr
oductaf
for
dabil
i
ty,pur
chaseauthor
it
y,l
egalcompl
iance
andreturnforthesel
ler
?

11.Howwoul
dyouempl
oypr
ospect
ingmet
hodsandqual
i
fypr
ospect
s?

12.Howwoul
dyoumanagepr
ospecti
nfor
mat
ion?

13.Howwoul
dyouest
abl
i
shani
ndi
vi
dual
i
sedsal
espl
an?

14.Howwoul
dyoucompl
etesal
espaper
wor
kandr
epor
ts?

15.Howwoul
dyouor
gani
sewor
kloadef
fect
ivel
y?