N5 Sales Management 4.2.4 Industry competitors and buying procedures


Information about the industry and competitors in the industry and the business's buying procedures are part of the pre-approach information. Questions in this regard, to which answers must be found, are the following: • Is the business satisfied with present suppliers? • From whom do they buy and why? • How much do they buy at a time? • Will the business benefit by buying and using our product? • Who is their competition?


4.2.5 Future perspective


It is necessary to know what the business's plans, extensions, diversifications (for example expanding their product range by adding a total new product line or product item), product process changes and especially business potential are. It might even mean more business in the future for the salesperson.


5. Sources of pre-approach information


If the salesperson has decided which type of information he needs for his pre-approach of a specific prospect, he must decide where he will obtain that information. The source will differ, depending on the product or service, the type of business, its size, the industry, the business's record and the different sources available to the salesperson and his business.


Examples of information sources are: • Customers • The Internet • Social media • Financial institutions • Other businesses • Other salespeople • Credit and trade reference agencies: ITC (Information Trust Corporation), Credit Inform • The company's own records • Personal observation • The prospect • Local directories.


5.1 Arranging the appointment (interview)


Without an appointment there would be no sales presentation, and without a successful sales presentation no sales would be made. The salesperson should view getting the appointment as selling an idea. He must prepare himself just as well to sell an appointment as to sell his product or service. It is important that the salesperson must convince the receptionist/secretary of the importance of seeing the prospect and the advantages this holds for him and the business.


In the case of sales to private individuals who decide for themselves whether or not to buy, it is relatively easy. Except where someone else exerts an influence, the salesperson must try to involve all those concerned in one appointment (Module 13). The salesperson must try to


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