2. Module 6 – Lesson 10:
Write a report on
prospecting activities
3. Lesson Objective
1. Importance of writing an activity report
2. Information needed to write the report
3. Important elements to consider as well
before writing a report
4. Importance of writing an activity report
The report can be used to show the effort
made by the sales representative to close a
certain deal
The report is needed sometimes by superiors
during the sales representative’s appraisal
It helps plan up-coming activities and sales
budgeting
It helps assess the results obtained and adjust
it in the future
Accuracy of the report is important as well to
show the sales representative’s professional
image vis-à-vis their colleagues or superiors
5. Information needed to write the report
Prospecting techniques used
Activities carried out
Information gathered from prospects
Results obtains:
• Number of prospects met
• Number of prospects converted to customers
• Number and amount of business opportunities
created
Means used to follow-up on prospects
6. Important elements to consider
as well before writing a report
Prospect’s feedback and
suggestion
Prospect’s level of satisfaction
Prospect’ survey
7. Prospecting cycle - Summary
1. Determine the limits of the sales territory
2. Determine the target Clientele
3. Create a database of prospects
4. Select a prospecting approach
5. Prepare to contact prospects
6. Call Prospects on the phone
7. Update the database of prospects
8. Follow up on prospects
9. Write a prospecting report
