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2. What is prospecting The selling process begins with prospecting or finding potential buyer. The identification of customer is not an easy task, it can be very frustrating. successful salespeople develop a strategy to organize activities, such as using network. (1) Network. An active process of acquiring new contact and cultivating existing ones.

3. Con…… The key step involve in the prospecting process, the process begins with(1) target market identification.(2) sales lead, setting sales object and using different techniques to achieve target sales.

4. Process of identifying prospects Prospect come from many sources, such as friend, salespeople,supplier,employees of the firm, but there are also some method which used for the purpose of finding prospect. these are, (1) Present customer. the best source of finding prospect is the present customer method. providing additional services to these present customer then they will be able to finding prospect.

5. Con….. (2) Former customer.. It may also be profitable method to reconsider former customer,sales manager need to prepare a list of inactive customer and to encourage these customer,in these types of method company can find two types of customer one is inactive customer means former customer and second with the help of these former customer company find prospect customer.

6. Con…. (3) Cold calling.. Making unsolicited sales call. This techniques simply involve knocking on door. (4) Trade show. A cost effective way to make personal contact and locate prospect is particular trade show.

7. (5) Direct marketing. Many sales organization have begun to use directing marketing techniques for prospect. successful firms use a combination of advertising, such as telemarketing.

8. What is qualifying prospects Ones sales representative finding prospect then salespeople try to convert prospect customer into the qualifying customer, qualifying customer are those valid customer who purchase product. when sales people making qualifying customer then sales people use many techniques such as (MAN) techniques.

9. What skill necessary for the selling. Following are the Essential Skills for selling. Communication Skills Listening Skills Conflict Management and Resolution Skills Problem Solving Skills Negotiation Skills

10. (1) Communication skill. Communication The exchange of ideas and information between the two parties. – Communication is must in marketing or selling. – Message may be verbal, non verbal, written etc. – Communication is the back bone of the organization. – Personal and Non personal Communication. – Communication through, words, charts, graphs and pictures.

11. Con…….. The communication process Managing Body Language Personal Appearance Word choice Personality appearance Postures It refers to stand, sit, walk.

12. Con….. (2) Eye Contact Continuous and equal eye contact. (3) Space Distancing Formal Presentation then 4-12 feet space. Standing and setting position. Space distancing differs from culture to culture.

13. (4) Listening skill. Listening Skills The sales representative must be a good listener e.g. a case of Doctor. Good listener welcomes new ideas. Poor listening may create problems. Three types of listening Content Listening Critical Listening Empathetic Listening: to understand the speakers feeling.

14. (5) Negotiation skill. NEGOTIATION SKILLS Selling needs negotiation. For exchange to take place negotiation is must. Mostly negotiation on prices, there may be other basis of negotiation. Bargaining occurs as a result of negotiation. Bargaining needs skills.