The document summarizes the key steps in the sales process: 1) The selling process begins with identifying potential customers and qualifying them to determine if they are valid prospects. Common sources of prospects include present, former and referral customers, as well as cold calling, directories, and trade shows. 2) Once potential customers are identified, sales representatives must qualify them by determining if they have a need, are willing to buy, and are ready to buy now. 3) Preparing for a sales call involves gathering information on the prospect's needs through the gatekeeper, developing a call plan with objectives and strategy, and setting an appointment.

1. Chapter 4
Kausar Khan

2.  The selling Process begins with identifying
potential customers and qualifying them to
determine if they are valid prospects.
 A solid network grows from continuous
investments of time and resources .It is a
combination of new acquaintances and
developing them into lasting friendship.

3.  Present Customers.
 Former customers.
 Cold Calling. Door to door ,Telemarketing.
 Spotters
 Directories and mailing lists
 Prospecting Services
 Referrals
 Personal contacts
 Tradeshows and exhibits
 Direct Marketing.Advertising,Mails and
telemarketing.

4.  sales representatives have identified potential
customers ,they must qualify them to
determine if they are valid prospects.
 Qualifying Checklist.
1WIll they buy ? y/n
2.Will they buy from me ? y/n
3.Will they buy from me now? y/n

5.  Need.
Does the prospect want or need the good or service.
PREPARING.
A. Pre Approach
B .Call Planning.
A pre approach ,additional information is gathered
about the prospect and his or her needs
.GATEKEEPER, Buying center member who
controls information or access to decision makers.

6.  Economic Buyer .Buying center member who is the
key decision maker.
 CALL PLANNING.
Call planning involves a specific sequence of
activities before the sales interview takes place.
1.Specifying the objective
Who am I going to interview, what am I trying to
make happen. If the prospect says yes , what am I
going to recommend.
2.Developing a strategy.
3. Making an Appointment.

7.  Prepare Presentation .on any Selling . Prospecting .
 Read Case Study and answer the questions given in the
study.
 What is Prospecting? What are two major activities
involved in Prospecting?
 What is Cold Calling ?Give some examples .How can
the effectiveness of cold calling be increased.
 What is meant by pre-approach .in preparing for sales
call, what questions must sales people be able to
answer.
 What is buying center. Identify the roles that exist
within the buying center.
 NOTE. Complete these answers and bring the hand
written assignment.

8.  CASE STUDY .Andrew Corporation.