Education

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 1:
Determine the limits of the
sales territory

3. Lesson Objective
1. Sales Prospecting Definition
2. Purpose of Prospecting
3. Sales Territory
4. Interpret roads and geographic maps
5. How to analyze a sales territory

4. Sales Prospecting Definition
Sales prospecting refers to the search
for new and competent customers.
A prospect is someone that could buy
the products or services that a
salesperson is advertising or promoting.
Very few companies teach sales reps
how to prospect.

5. Purpose of Prospecting
 To ensure steady sales
 Maximize the ROI of the Promotion efforts
 Increase sales and profit
 Achieve long-term success in sales
 For the over-all success of the company and
the sales person

6. Sales Territory
 A sales territory is the customer group
or geographic district for which an
individual salesperson or sales team
holds responsibility.
 Territories can be defined on the basis
of geography, sales potential, history,
or a combination of factors.

7. Work in pairs -
Interpret roads and geographical maps
Go to www.mapsof.net and search for the
Quebec map
 Read and understand the legend
 Identify the major cities in Quebec
 Asses the distance between Montreal and
these major cities

8. How to analyze a sales territory?
 Analyze current and potential sales:
 Number of customers
 Sales per customer
 Possibility of new customers
 Analyze the sales situation of the
competition
 Analyze the substitutes
 Analyze the PEST environment

9. Make a lesson Summary

10. Have a wonderful evening 