N5 Sales Management


1.3.1 Personal observation ...................................................................................................................................................57 1.3.2 Personal contact ................................................................................................................................................................57


1.4 Business leads ..........................................................................................................................................................................................58 1.4.1 Business records ...............................................................................................................................................................58 1.4.2 Business leads and aids .............................................................................................................................................58 1.4.3


Referrals by other salespeople ............................................................................................................................58


1.4.4 Direct mail and brochures ......................................................................................................................................59 1.4.5 Shows and exhibitions ................................................................................................................................................59


1.5 Spotters ...........................................................................................................................................................................................................59 1.6 Social media (Internet) ....................................................................................................................................................................59 1.7 Publications, newspapers, trade journals .....................................................................................................................60 1.8 Direct prospecting (and the telephone) ...........................................................................................................................61 1.9 Prospect lists (and the telephone) .........................................................................................................................................61


Module 8 – Planning the sales presentation (Pre-approach) 1. Introduction ............................................................................................................................................................................................................64 2. Qualification of prospects .........................................................................................................................................................................64 2.1 Need or use .................................................................................................................................................................................................64 2.2 Ability to buy.............................................................................................................................................................................................65 2.3 Size and importance of the sales transaction ............................................................................................................65 2.4 Frequency of need ...............................................................................................................................................................................65 2.5 Urgency of need .....................................................................................................................................................................................65 2.6 Authority to buy .....................................................................................................................................................................................66


3. The importance of gathering pre-approach information ...........................................................................................66 4. Types of information needed .................................................................................................................................................................67 4.1 Personal information ........................................................................................................................................................................67 4.1.1 Name, surname and title ..........................................................................................................................................67 4.1.2 Age and date of birth ....................................................................................................................................................67 4.1.3 Home address and telephone number ........................................................................................................68 4.1.4 Educational background ...........................................................................................................................................68 4.1.5 Marital status and family details ......................................................................................................................68 4.1.6


Social contacts/circles ..................................................................................................................................................68


4.1.7 Reputation ..............................................................................................................................................................................68 4.1.8 Membership of organisations and societies...........................................................................................68 4.1.9 Profession and position .............................................................................................................................................68 4.1.10 Interest, hobbies and recreation .......................................................................................................................68 4.1.11 The need and ability to pay ....................................................................................................................................68 4.1.12 Authority to buy ................................................................................................................................................................69 4.1.13 The best time for an appointment ...................................................................................................................69 4.1.14 Additional personal information ......................................................................................................................69


4.2 Information required if the prospect is acting on behalf of a business ...........................................69 4.2.1 Name, address and type of business .............................................................................................................69 4.2.2 The history and other information about the business and the personnel .............69 4.2.3 The operational functioning of a business ..............................................................................................69 4.2.4 Industry competitors and buying procedures .....................................................................................70 4.2.5 Future perspective ..........................................................................................................................................................70


5. Sources of pre-approach information ...........................................................................................................................................70 5.1 Arranging the appointment (interview) .........................................................................................................................70


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