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Customer prospecting

Student’s First Name, Middle Initial(s), Last Name

Institution Affiliation

Course Name and Number

Instructor’s Name and Title

Due date
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Question 1

In my experience with them, LinkedIn is the most useful social media site for

salespeople. Salespeople can interact with potential customers on LinkedIn in a professional

networking setting and establish themselves as subject matter experts. Additionally, salespeople

can use LinkedIn to find potential customers based on details like location, job title, or company

size. This makes it simpler for salespeople to focus their marketing efforts and pinpoint leads that

have a greater chance of becoming clients.

For salespeople, other social media networks like Facebook and Twitter can be helpful,

but I believe LinkedIn is the most effective platform because of its lead-generation and

professional networking features.

Question 2

The chance to learn more about the good or service being offered is one of the main

advantages of starting a career in sales from an inside position. Any salesperson who wants to

talk intelligently and confidently about the good or service they are offering needs to know this

knowledge (Ahmed et al., 2019). Additionally, jobs in inside sales typically require tight

collaboration with a group of other salespeople, providing a fantastic opportunity to learn from

coworkers who have more expertise.

The lower quantity of customer contact is one benefit of starting one's sales career in an

inside sales position. Since it gives them the chance to gain confidence before speaking with

consumers directly, this may be helpful for people who are timid or shy when it comes to sales

(Qui, 2021). Inside sales may be a great way to ease into the sales profession because

opportunities in this field are often less competitive than those in outside sales.
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Last but not least, inside sales positions can be a great starting point for a successful sales

career in general. Many internal salespeople eventually find themselves promoted to outside

sales positions after proving their value since the skills developed in an inside sales function are

typically transportable to an outside sales position.

In conclusion, starting a sales career from an inside position might present a variety of

growth and promotion prospects. Working with a team of salespeople, learning about the good or

service being offered, and communicating with consumers less forcefully are all ways that inside

sales positions may lay a great basis for a successful career in sales.

Question 3

1. Hunter Agri has been identified as having organizational demographics that are similar in

nature to other agri firms who currently purchase ads from the station.

Lead Generation

2. Draper Car Wash has initiated discussions with the station based on the reference of a

colleague in town

Prioritize Prospects

3. Greer Records has shown to be a transactional buyer, but also one very interested and

capable of making significant ad purchases.

Lead Qualification

4. Howard Brothers Florist is listed as a "cold lead that has not yet shown an interest in local

television advertising.

Prioritize Prospects
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5. Wood Electric has been ranked by one salesperson as the most likely new business win in

the next quarter.

Prioritize Leads

6. The salesperson for Hicks Western Wear has identified that Larry Hicks is the decision

maker and the person capable of making the advertising decision.

Prioritize Prospects

7. Heffernan Dry Cleaners is expanding to more locations and seems to have the potential to

need television ads in the near future.

Prioritize Prospects

8. The salesperson for Morant Motors has noted that they fit an ideal customer profile for ad

sales in the car industry.

Lead Generation.

Question 4

1. Sheri Jones CPA Firm makes purchases during tax season. They typically want the

transaction to be handled very busy the office is at this time.

Spurious loyalty

2. Matt's Furniture has an existing three-year service agreement to buy all their computers

from Hardy.

Constrained loyalty
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3. MVP Dry Cleaners started using Hardy when it opened and credits Hardy Computer

Solutions with much of their customer service success

Affective loyalty

4. Cavenaugh Ford buys small items a couple times a year. They do not have a technology

person, and the owner often jokes that Hardy is the only computer company he has heard.

Constrained loyalty

5. McMahon Pharmacy buys exclusively from Hardy because of the great professional

relationship and high level of trust that they have with Jenifer.

Affective loyalty

6. Edge Bakery is a local unit of a larger chain of bakeries that has a regional contract to

exclusively use Hardy Computer Solutions

Spurious loyalty

Question 5

1. Demonstration of the reliability and integrity of the salesperson and the products

they are selling

Develop a Buyer-Centric Social Profile

2. Clearly communicates how a seller can add value to a customer's business

Choose the Right Photo, Headline, and Summary

3. Promotes salespeople's most important skills and achievements

Utilize Recommendations
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References

Ahmed, T., Rahman, S., Routh, N., & Nirob, E. A. (2019). Market sales prospecting by

analyzing customer buying pattern using machine learning (Doctoral dissertation, Brac

University).

Qiu, Y. (2021). Methods for optimizing customer prospecting in automated display advertising