Charles M. Futrell,
Texas A&M University
| call reluctance | Not wanting to contact a prospect or customer.
(See 185)
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| center of influence method | A method by which the salesperson finds and cultivates people who are willing to cooperate in helping to find prospects.
(See 176)
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| cold canvas prospecting method | A method by which the salesperson contacts as many leads as possible with no knowledge of the business or individual called upon.
(See 171)
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| customer service | Activities and programs provided by the seller to make the relationship satisfying for the customer.
(See 184)
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| direct-mail prospecting | The process of mailing advertisements to a large number of people over an extended geographic area.
(See 176)
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| endless chain referral method | A method by which a salesperson asks each buyer for a list of friends who might also be interested in buying the product.
(See 172)
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| exhibitions and demonstrations | A situation in which a firm operates a booth at a trade show or other special interest gathering staffed by salespeople.
(See 175)
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| lead | A person or organization that might be a prospect.
(See 169)
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| networking | The continuous prospecting method of making and utilizing contacts.
(See 177)
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| observation method | The process of finding prospects by a salesperson constantly watching what is happening in the sales area.
(See 177)
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| orphaned customers | Customers whose salesperson has left the company.
(See 172)
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| parallel referral sale | Not only selling a product but also selling the idea of giving prospects names as well.
(See 180)
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| prospect | A qualified person or organization that has the potential to buy a salesperson's product or service.
(See 168)
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| prospecting | The process of identifying potential customers.
(See 168)
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| prospect pool | A group of names, gathered from various sources, that are prospective buyers.
(See 180)
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| qualified prospect | A prospect who has the financial resources to pay, the authority to make the buying decision, and a desire for the product.
(See 169)
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| referral | A prospect who has been referred to a salesperson by another person.
(See 172)
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| referral cycle | Provides guidelines for a salesperson to ask for referrals in four commonly faced situations experienced by salespeople.
(See 180)
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| sales process | A sequential series of actions by the salesperson that leads toward the prospect taking a desired action and ends with follow-up to ensure purchase satisfaction.
(See 167)
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| telemarketing | A marketing communication system using telecommunication technology and trained personnel to conduct planned, measurable marketing activities directed at targeted groups of consumers.
(See 176)
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| telephone prospecting | --undefined--
(See 176)
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2002 McGraw-Hill Higher Education