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Chapter Bryan

Jennifer Hamman graduated from university and was hired as a sales representative for a logistics company. She underwent initial training but was unsuccessful generating business from unqualified leads provided by the company. Remembering her college training, Jennifer decided to create a strategic prospecting plan using better lead generation methods like canvassing, networking, and published sources to qualify leads and prioritize her time on the best sales opportunities.

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301 views2 pages

Chapter Bryan

Jennifer Hamman graduated from university and was hired as a sales representative for a logistics company. She underwent initial training but was unsuccessful generating business from unqualified leads provided by the company. Remembering her college training, Jennifer decided to create a strategic prospecting plan using better lead generation methods like canvassing, networking, and published sources to qualify leads and prioritize her time on the best sales opportunities.

Uploaded by

fghej
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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CHAPTER 3

SUMMARY

Jennifer Hamman graduated from the state university and was hired as a sales

representative for the Logistics Company. The Logistics Company is a transportation

broker that links companies needing products shipped with trucking firms to carry the

shipments. After an initial training program, Jennifer was given a couple of existing

company customers and a small list of leads to get her started. She began by serving the

shipment needs of the existing customers. This gave her some confidence, but she

realized that for her to be successful, she must begin prospecting and try to identify the

best sales opportunities. The Logistics Company provides an ongoing list of leads that

can be accessed by all salespeople. Once a salesperson contacts one of these leads, no

other salesperson can contact them. Jennifer started her prospecting by contacting these

leads.

CURRENT SITUATION Jennifer has been calling a number of leads each day, but has

not been very successful in generating much business. She feels like she is wasting much

of her time on leads that are not good sales opportunities. The leads provided by her

company are not qualified in any way and the training program she attended focused on

cold calling as the basic prospecting method. Jennifer took a professional selling class in

college and remembered that the chapter on prospecting emphasized the need to follow

the strategic prospecting process to identify the best sales opportunities. She found her
professional selling textbook, went to the chapter on prospecting, and decided to create a

strategic prospecting plan.

ANALYSIS

Jennifer Hamman is a graduate from a state University and was able to get a job as a

sales representative for Logistics Company. Jennifer Hamman has also undergone an

initial program to be ready for her new career as a sales representative. Even Jennifer

Hamman is well equipped and ready for her new job, her leads was not able to do their

job as a lead and failed what is need to be done as a lead for a logistics company that is

connected with a lot of trucking firms.

RECOMMENDATION

Jennifer Hamman should use to generate sales leads are canvassing, networking and

published sources. Canvassing occurs when salesperson contact a sales lead and

unannounced with Little if any information about the lead. salespeople can use various

types of networking as effective methods for prospecting. Many salespeople join civic

and professional organization, country club, or fraternal organization, and these

membership provides the opportunity for them to build relationship with other members.

Jennifer Hamman should also qualify her leads by searching, collecting, analysis and

using various types of screening procedures to determine if the sales lead is really a good

sales prospect. The most productive salespeople prioritize their sales prospect to ensure

that they spend most of their time on the rest opportunities.

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