Advertising Lead and Prospect Worksheet Template by wyk39763

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									                                            Direct Sales
        B to B (mostly – Fuller Brush, Encyclopedia Britannica, cookies, …)
        High Value/Complex products
        Consultative Selling
        AIDA

                                           Alfredo’s Funnel
           Marketing                                                    Prospect

                                                                        Qualified Lead


                                                                        Opportunity
Sales
Tools
                                                                        Quote
                 Sales
                                              Orders

  Define Tools (stage)
        Prospect
          Advertising (print, broadcast, outdoor, catalog, sponsorship, product placement, …)
          Direct response (direct mail, direct tv, direct online, …)
          Telesales (alone or in combination)
          Ranking & criteria
        Opportunity
         Sales presentation
         Product demonstration
         Competitive analysis
         Objection handler
        Quote
         Price list
         Quote template
         Cost justification worksheet
         Executive presentation
        Orders
         Confirmation
         Periodic communication
         New promotions

                                           BA 366 - Zehr

								
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