Lanie tells her sales manager that she will be devoting more effort to prospecting in the coming weeks, as her list of potential customers has dwindled below the level of 30 firms recommended by the selling plan.
Prospecting in sales is when a potential customer is being targeted before converting to an opportunity. It is the first step in sales process which entails creating sales opportunities.
Every businesses, firms, organizations usually have what is called selling plan, which is a tool in helping business succeed in sales. It helps to benchmark where an organization is and where they wish to be and then make adjustments to achieve their goals.
The selling plan is what will guide Lanie so that she would be able to achieve her sales prospect and then possibly convert them to opportunities inorder to meet her target.
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