01 Oct Salesmanship & Sales Management Prospecting for Steelcase
Salesmanship & Sales Management
Prospecting for Steelcase
As we’ve learned, prospecting and lead generation is needed to have a full sales funnel. Successful sales require prioritizing sales opportunities.
You’ve just been hired to sales position to sell office furniture for Steelcase to the small/medium size business market in the Scranton area.
Steelcase is a global leader in office furniture, designing workplaces for modern working environments.
https://www.steelcase.com/ (Links to an external site.)
How would you go about prospecting? What tools would you use to develop a list of leads and sales opportunities? What characteristics will you use to score the leads to determine which are the best prospects for you?
Grading criteria:
Clearly lay out your presentation
Identify your prospecting strategy?
Identify specific attributes that you would use to prioritize the most important leads?
Utilize chapter concepts/course content in your response.
