HA405 : The Class : Customer Management : Database : Synthesis Question |
To complete this assignment successfully, you should:
This synthesis question asks you to comment one of the most important aspects of selling: "Prospecting." A metaphor of prospecting of or a salesperson is "prospecting" for the old gold prospectors of long ago. Prospectors had to look through a lot of rock so that they could find a little bit of gold. Salespeople must look through a large number of potential customers before they find those that have the right characteristics and needs for the seller's products/services. Salespeople also must find the "little bit" of gold.
Without continuous prospecting, salespeople will fail. There always must be new potential customers in the pipeline because the number of existing customers will diminish over time.
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