What is prospecting?
What will be an ideal response?
Prospecting consists of taking the initiative in dealing with new and regular customers by going to them with a new product or service idea. Regular customer prospecting is effective because a firm's best prospects are its current customers. A salesperson should periodically call regular customers to tell them about products and services, but not so often that they lose the sense of being special, or feel they are being badgered. Prospecting for new customers may require a more creative approach.
Prospecting has become much easier with the introduction of address and phone information databases on CD-ROM. Many small businesses are beginning to use them to find potential customers. They can gain telemarketing and direct-mail opportunities without using-and paying for-directory assistance calls. Telemarketing, however, is now regulated and prospectors must honor the "do not call" list.
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American Airlines and BMW Motorcycles are examples of:
A) overt names B) implied names C) conceptual names D) iconoclastic names
List and define some of the important shifts that have taken place in business and marketing practices
What will be an ideal response?
What is the purpose of offering free merchandise or other considerations when a firm has bad news regarding transaction?
A) To salvage as much of the original order as possible B) To encourage a new order to replace the current transaction C) To rebuild the customer's confidence in your company D) To encourage the placement of an even larger order E) To bundle the shipment with the previous transaction for an even greater cost savings
Which of the following is a type of regulation against hiring foreign workers?
A. most-preferred-nation treatment B. ultra vires rule C. percentile legislation D. nolo contendere