1. Bell Ringer  What does marketing and potato farming have in common?

2. STEP 1: PREPARING FOR THE SALE

3. What You’ll Learn  Explain the importance of Preparation in relation to the sales process.  Develop a sales funnel to demonstrate the preparation stage of the sales process.

4. Principles Required for Effective Selling  Preparation is a necessity.  A person can not short change a natural process.  Preparation and competence is essential to quality.  Technology is not a substitute for good decision making.

5. Sales Funnel Awareness Interest Desire Action Leads Employer Leads, Telephone Directories, Word of Mouth, Cold Canvasing, Brainstorming and Customer Referrals Prospects Qualified Buyers Presentations Proposals Quotes New Customers Repeat Customers

6. Activity  Groups will develop the beginning stages of a sales funnel for given company’s products.