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MKT 340 Unit 2, Class 1 Notes

by: Jessica Koenig

MKT 340 Unit 2, Class 1 Notes MKT340

Marketplace > University of Miami > Marketing > MKT340 > MKT 340 Unit 2 Class 1 Notes
Jessica Koenig
GPA 3.9
Professional Selling
Mr. Scharf

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Professional Selling Unit 2, Class 1 Notes on Prospecting (Beginning of content for second exam)
Professional Selling
Mr. Scharf
Class Notes
25 ?




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This 2 page Class Notes was uploaded by Jessica Koenig on Tuesday February 10, 2015. The Class Notes belongs to MKT340 at University of Miami taught by Mr. Scharf in Winter2015. Since its upload, it has received 180 views. For similar materials see Professional Selling in Marketing at University of Miami.


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Date Created: 02/10/15
MKT 340 Unit 2 Class 1 1 I Prospecting Hardest part of Professional Selling Referrals When a client introduces you to somebody else Transfer of trust or a transfer of friendship 0 Ratio For every 3 Referrals you should get 1 New Client COI Centers of In uence People who have not bought from you but are in a position to introduce you 0 Lead Group Group of noncompeting professionals who exchange names 0 Ratio 1 out of 10 Networking A group of people who have gathered together for a common purpose Ex Chamber of Commerce Alumni Association Bowling League 0 Ratio 1 out of 50 Typically have following characteristics 1 Tend to meet once a month 2 All charge fees or dues 3 Tend to have multiple committees 4 Tend to have different levels of membership 2 Types of people who go to networking functions 0 To Socialize Drink Date 0 Joins as part of their prospecting plan Tips for joining networking organizations 1 Only join organizations that you believe in Limit the number of organizations that you join 2 is appropriate 3 is pushing it Join the committees especially the Membership Committee Do not skip meetings Join at the highest level possible Be patient QMPPP Tips for how to conduct yourself at networking function 1 Try to make one new friend at each event 2 Do not discuss business 3 Give a personalized mission statement benefit statement of what you do for a living 4 Do not bring business cards It s your job to collect cards not give them out 5 Jot down on back of peoples card something that will trigger your memory about them Mailings 0 Ratio 1 out of 100 0 People rarely buy important things from mailing Cold Calling Calling somebody unannounced 0 Ratio 1 out of 250 II Approaches For Developing Knowledge in Sales 1 Tap the Knowledge of Sales Experts a Experts have High Numbers b Experts Do it for a long period of time 2 Read for 30 minutes a day on something related to your industry or competition 0 When reading about competition Don t look for problems look for opportunities 3 Ask For Feedback on What You Are Doing 0 Ask from people who don t love you 4 Analyze Successes and Failures 0 Always will learn more from failures Ill Videos


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