These are the persons who appear to be very promising and good prospect, but fail to hatch. That is, they fail to turn into customers. That is, these are like customers who come to restaurant' occupy seats and request for only water where owner can not charge for supply of water as per Indian customs or religious values.
Wanter is a person. Who has a want. A want is a desire or need backed by ability to pay and willingness to pay. Thus, I need a home theatre which costs Rs. 2,00,000 I do not want as I have only 20,000 rupees and I can not buy one tenth of a home theatre.
Whether a lead is a 'prospect' or 'suspect', can be determined by asking seven questions. In case answer is positive for each then a lead is a PROSPECT, otherwise a SUSPECT. These qualifying questions are:
Of the total six stages of selling process, the final consecutive stages except the first deal with actual sales interview. Therefore, pre-approach is the first stage on the sales interview Pre-approach means getting more detailed facts about a specific individual or organization to have effective appeals to his or its mind.
Approach is an essential adjunct of pre-approach. It is the extended part of pre-approach. ‘Approach’ means meeting the prospect in person by the salesman. It is coming in to direct contact with the prospects.
IntroThough salesmanship of any kind needs the art of perfect presentation and some kind of possession, one can clearly distinguish between the art of 'counter' and 'traveling' salesmanship at least on six grounds.
The term 'counter' or phrase 'Counter Salesmanship' has been derived from the original word 'Counter'. A counter is the table is an establishment on which goods are presented and delivered to the buyer or his representative, in return for money.
Though a salesman is to be both 'creative' and 'competitive' whose aim is to maximize profits for the owner and maximize the level of consumer satisfaction and delight to the customer depending on the situations under which he is supposed to work.
One can classify the profession of persuasion as "creative" and "competitive". On the other hand, it can be also possible to classify as "travelling" and "counter" salesmanship. In fact there can not be a water-tight compartments nor straight- jacket get way of classification.
Scope means the span or the converge. In other words, scope of a subject projects the idea of the entire gamut of the study. It is the subject-matter. For a common man, salesmanship might mean a simple task of selling goods and services.