QUESTIONS ANSWERS ON PROSPECTING

What is prospecting?

Prospecting can be defined as "the set of technical means that allow us

allow to get in touch with individuals or companies that need
product or service that we market.

What is a prospect?

A prospect is a potential client.

3) What are the types of prospects?

Prospects can be classified into three types or categories:

P Contact Any person or business (of which we know the

R contact information) likely to be interested in the offer
O of the company.
S Clients May be interested in other products offered
P current by the company or
E provide the contact details of other contacts
C Ancient Lost clients that the company is seeking to win back
T clients

What is a commercial target?

A commercial target is the current or potential clientele affected by a product or a

service and aim through a prospecting operation

5) What is a customer file?

The client file is a summary document of the client that contains all the information and
which should allow to locate its client at any time. This document is designed to be able to
to be consulted quickly before the visit.

What is a client file?

The client file is a database where all the information concerning

the clientele of a company. It can be computerized or not

7) Indicate two types of data that can make up a client file

The information that constitutes a client file can be descriptive data (name,
address, phone,...), personal data (date of birth, profession, situation
family-related, ...), behavioral (purchased products, purchase frequency, ...)

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8) Give 4 methods of transmission for prospecting and informing customers.

The possible methods of transmission for prospecting or informing customers are: contact
phoning, le mailing, l’e-mailing, le Watts App

9) What are the objectives of prospecting:

The objectives of prospecting for companies are:
The development of its market.
The renewal of his client portfolio;
The increase in its revenue.

10) List the prospecting assistance tools

A prospecting operation is carried out using various tools such as:
The client file
The prospect/client sheet
The Agenda
The telephone interview guide
The sales pitch
The descriptive sheet of services
The telephone call log
The activity report (visit report and activity report)

11) What is the difference between the offer and the proposal?
The offer is the company's product, the proposal is the customization of this offer to be
intended for a client.

12) Define argumentation

Arguing is:
The art of highlighting the advantages (transforming product features into
advantages for the client.
The art of distinguishing them from the competition.
And to lift doubts and obstacles.

Define Mailing

Commercial offer sent by postal or electronic means (this is referred to as emailing)

14) Define segmentation

Segmentation of a population (set of clients or prospects) into subsets

homogeneous according to different criteria (example: sociodemographic data or size)

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15) Why is it necessary to prepare for contact with the client?

One must prepare for contact with the client to prepare what we are going to say to them, to have the ...
necessary documents to bring, anticipate their comments or requests and to have a
professional attitude

16) Provide the situations that require contacting a client and the documents to prepare.
for this contact.

CONTACT SITUATION DOCUMENTS TO BE PREPARED

CLIENT
Reminder of unpaid bills Facture
Billing error Facture
Order tracking Order form, customer sheet
Product or service information Product Catalogue
Phone follow-up Customer file, commercial letter, product catalog
Business offer proposal Promotional prospectus
Appointment scheduling Agenda
Invitation Client file, invitation card
Order taking Product catalog, order form, prices, sheet
client

17) What is commercial monitoring?

Market surveillance consists of the collection, processing, and dissemination of information about
the products and the services

18) Based on the information to be searched indicated in the table below,

indicate the source or sources that are best suited and give an example.

Information to be researched Sources Sources Example

internal external
Client's contact details x Client file
the company
Statistical data on the x Chamber of Commerce, reviews
companies in the sector professional, unions
professionals
Product or service offer x Market and competition study,
made by the competitors professional reviews

You want to open a store selling clothing and mountain equipment.

(winter/summer hikes, climbing, ...), what information do you need? (1 point)

Market data, buying habits, competitors, and terms

of opening ...

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20) Indicate two types of data that can make up a client file.

The information that makes up a client file can be descriptive data (name,
address, phone,...), personal data (date of birth, profession, situation
family-related, ...), behavioral (purchased products, purchase frequency, ...)

You want to create a file of loyal customers: what information do you

go ask them to create this file?

Name

22) Give 4 methods of transmission to prospect and inform customers.

The possible methods of transmission for prospecting or informing customers are: contact
téléphonique,el mailing, l’e-mailing, le SMSing, le faxing

23) You want to inform your loyal customers and prospects that you are going to do a
ski fair: what communication methods will you use?

For the clients For prospects

Mailing, e-mailing, phoning Mailing, (prospectus, radio advertisement)

TRUE/FALSE: indicate whether the statements are true or false by checking the correct one
case.

Affirmations True False

The company has two sources of information. x
2. A database is used to group only phone numbers. x
clients
3. To have client files, we can create them or lease them. x

25) Define the Pareto principle

The Pareto law or the 80/20 rule expresses the fact that for most activities
Commercially, a small part of the clientele accounts for the majority of the turnover.
According to the Pareto principle, 80% of revenue is generated by 20% of customers.

26) Define the ABC segmentation method

The ABC method is a segmentation method. It is a refined version of the method.

of 20/80 with the highlighting of 3 customer segments:
a segment A or 'large clients': 10 to 20% of clients generate 70 to 80% of the
turnover
a segment B or 'average clients': 20 to 30% of clients generate 10 to 20% of the
turnover
a segment C or 'small clients': 50 to 60% of clients generate 5 to 10% of the
turnover.

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 27) What are the advantages and disadvantages of making an appointment by
seller himself, by a telemarketer and by an external telemarketer?

a) By the seller himself:

Advantages Disadvantages
Useful technical skills for the Considered a chore
appointment scheduling. Paid prospecting at the hourly rate
First contact with the future from a good seller.
buyer which allows for a better The seller often tends to over
conviction. talk about the product that can be harmful
for making the appointment.

b) By an internal teleworker of the company

Advantages Disadvantages
More profitable. Less expensive.
A pretty feminine voice can be Can get tired of doing the same task.
more convincing. Not suitable for products that are too
Not knowing the product and not techniques.
wastes no time on the description.

c) By an external telemarketer (call center)

Advantages Disadvantages
Good professionals of taking High cost.
of appointment. The TV actress manages to land the
Ideal for prospecting a lot of appointment and the salesperson
clients in a short time. facing a disinterested client.

28) What are the techniques for making appointments?

[Link] technique:
Notify the customer that they have won a prize by lottery and that they must
present at the location to retrieve it.
[Link] technique:
. It consists of directly offering the client a quote for
comparison with its current supplier.
. It generates a large number of appointments but not
necessarily a large number of sales.
[Link] study technique:
Hello, your company has been selected for a free installation...

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 Currently used for alarm sales, for example.
[Link] technique:
It consists of clearly naming oneself and proposing a meeting to offer one's services.
products.
[Link] technique:
It involves asking 2 or 3 questions to the counterpart and only sending the seller for one.
probable affair.
[Link] of effects:
Based on 5 essential points:
. Be brief
. Being different
. To be directive
. Being dynamic
. Spark the desire to know more.

28) What are the tools for commercial prospecting?

a. Telemarketing, phone calls

The telephone remains, by far, the king tool in commercial prospecting, provided that
that the clients file is up to date. This telemarketing action can be done internally or
outsourced.

b. Mailing paper or direct mail

The mailing is effective in advance of a telephone calling operation because it allows to
rely on a document already in the hands of the prospect. If it reaches 100% of your targets,
the mailing is however long in design and delivery time and, moreover, it remains
expensive.

c. The salons
Being present at a trade show remains an excellent way to generate business. For the
professionals, more than just a sale, it is the opportunity to make a first contact to follow up
then by phone. Rather than investing only in an exhibition booth
Traditionally, it is still preferable to attend conferences and give an oral presentation that
will generate interest among potential clients present in the audience.
d. Social networks
Being part of a network or an association allows you to gain new clients. To do this, you need to
First, identify the right network and know how to use it.

e. Internet

The web is obviously the tool that has most revolutionized the field of prospecting.
commercial. Every business must today have its own website like

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showcase of its activity.

Email marketing
An email campaign has the advantage of being very low-cost, except for the distributions in
mass that require going through a provider. It can help generate
requests for quotes or appointments but presents numerous disadvantages.
First, its extremely low return rate.

g. Faxing

Very economical, faxing generates very few responses. It also leads to returns.
negatives from prospects who see it as a promotional fax. As with e-mailing,
fax prospecting can only take place if the recipients have previously expressed their
consent to receive them.
h. The SMS

SMS is becoming a tool for commercial communication. It has many

Advantages. First, a very good reading rate, around 90%. Then, it is easy to
implement and allows for a strong responsiveness of the targets.