Developed by: W. David Downey, Purdue University through a USDA Challenge Grant For more information contact: The Center for Agricultural Business 1145 Krannert Building, Room 781 West Lafayette, IN Phone: (765) Fax:(765) Beta run January 2000 Purdue University Sales and Marketing These visuals have been designed to assist classroom instruction of Agri-Selling With special assistance from: Matt Kurtz, Purdue Graduate Research Assistant Matt Guffy, Purdue Technical Graphics Student Developed by Purdue University

Module 9 Ag Econ 331 Spring 1999 Developed by Purdue University

The Role of Prospecting in Strategic Selling Prospecting is the process –of identifying potential new accounts A Prospect is “potential” customer -- one who... –You are not doing any business yet, –You are doing only limited business with Identifying prospects –and converting them to customers is one of a salesperson's –most important tasks Developed by Purdue University

The Role of Prospecting in Strategic Selling All prospects are not equal!! Developed by Purdue University

The Role of Prospecting in Strategic Selling There is always some natural loss of customers –but in today’s market the problem is worse because of the concentration of business –and increasing competition Constant and systematic prospecting –is necessary to offset these losses A systematic and planned prospecting process –also helps you to make the most efficient use of your time Developed by Purdue University