Topic: Developing a Strategic Prospect Plan
Paper details:
The student will write a thorough essay 500 – (750 words excluding abstract, cover, and reference page) that thoroughly addresses all questions that apply to the Case Study and provided by the authors. Do not submit any written assignments as a numbered Q & A submission but rather as a completed written essay-type paper. The student should relate the case to the chapter materials and issues.
The instructor does not recognize Wikipedia as a suitable reference source for academic submissions due to the editable nature of the material found there that raises concerns about the veracity and validity of the content. Do not cite Wikipedia nor list in your references for the Case Study assignments. Ensure that proper grammar, sentence structure, and material citations are included for maximum point consideration. Include properly formatted cover and reference pages to include at a minimum two reputable sources in addition to your textbook.
Submit as an attachment in APA format as a Microsoft® Word document only. Due to the high point allocation of these written assignments, an exceptionally high quality submission is expected with depth, detail, and analysis for maximum point consideration. Background: Jennifer Hamman graduated from the state university and was hired as a sales representative for the Logistics Company. The Logistics Company is a transportation broker that links companies needing products shipped with trucking firms to carry the shipments. After an initial training program, Jennifer was given a couple of existing company customers and a small list of leads to get her started. She began by serving the shipment needs of the existing customers. This gave her some confidence, but she realized that for her to be successful, she must begin prospecting and try to identify the best sales opportunities.
The Logistics Company provides an ongoing list of leads that can be accessed by all salespeople. Once a salesperson contacts one of these leads, no other salesperson can contact them. Jennifer started her prospecting by contacting these leads. Current Situation: Jennifer has been calling a number of leads each day, but has not been very successful in generating much business. She feels like she is wasting much of her time on leads that are not good sales opportunities.
The leads provided by her company are not qualified in any way and the training program she attended focused on cold calling as the basic prospecting method. Jennifer took a professional selling class in college and remembered that the chapter on prospecting emphasized the need to follow the strategic prospecting process to identify the best sales opportunities. She found her professional selling textbook, went to the chapter on prospecting, and decided to create a strategic prospecting plan.
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