Prospecting Methods : Business - Management Assignment

Internal Code : MAS6067

Business Assignment

Questions : 1.List and describe four different prospecting methods. Explain whether the prospects targeted by each method would be primary or secondary prospects. For each, document the advantages and disadvantages of the method. Look at them in terms of strengths and weaknesses, cost, success rates, time involved, target markets, the salesperson’s comfort and their potential for reaching specific target markets. How would you go about qualifying the prospects you intend to contact? Draw up a list of qualifying criteria that might be applied to the prospects generated through these prospecting methods. Explain what you should do if you realise that a person that you have arranged a presentation appointment with is not a qualified prospect 2.Prospect information must be managed in ways that ensure its accuracy and currency. It must be accessible yet protected from unauthorised access. Write a short report explaining how a system might be designed to manage prospect information and why such systems are necessary. Explain: what the system should entail what information it should capture how different people would be able to access the system what the data held in the system would be used for how to monitor and maintain the system why it would be necessary to monitor and evaluate the system the type of refinements that might result from the monitoring and evaluation processes