Sales Prospecting

Course Overview

Sales prospecting is essential for increasing sales within an organisation.

This course has therefore been developed to give learners the skills and knowledge required to effectively identify and contact sales prospects.
 

Key Content

• The definition of sales prospecting;
• Responsibilities of sales prospectors;
• Achieving the sales prospecting target;
• The organisation's Sales Manual;
• The sales prospecting process:
  • 1.Identify the target market.
  • 2.Create a list of prospects.
  • 3.Contact prospects via telephone, email and / or social media.
  • 4.Qualify prospects.
  • 5.Enter information into the organisation's CRM software.
  • 6.Refer warm prospects onwards.
  • 7.Follow up with the customer.

Learning Outcomes

At the completion of this course, learners should be able to:

• Define what sales prospecting is;
• Explain their responsibilities;
• Recognise the contents of the organisation's Sales Manual;
• Describe how to identify and contact prospects;
• Explain what information to enter into the organisation's CRM software;
• Discuss how to refer warm prospects onwards.