PROSPECTING MEANS BUSINESS (TELEPHONE PROSPECTING)              SR2905


The Prospecting Means Business class introduces the learner to the
fundamentals of prospecting and teaches how to qualify and be
productive prospecting.

STUDENT PROFILE:
CSO sales trainees, sales representatives, and PSO consultants.

PREREQUISITES:
Prestudy sent to student upon registration

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Define prospecting.
o     Define the difference between a prospecting call and a sales
      call.
o     Define different qualification levels of prospective customers.
o     Identify multiple sources for finding potential prospects.
o     Identify the three components of a good opening statement and
      develop your own.
o     Distinquish a qualified prospect from a potential prospect.
o     List specific business and application questions to use in order
      to determine if prospects are qualified for your products or
      services.
o     Identify at least three ways to make prospecting more productive.
o     Anticipate potential telephone "screens" or blocks.
o     Recognize when you are fully prepared to begin making prospecting
      telephone calls.

COURSE OUTLINE:
Unit 1:     Prospecting-What is it?
Unit 2:     Difference Between a Sales Call and a Prospecting Call
Unit 3:     Defining Qualification Levels
Unit 4:     Sources of Potential Prospects
Unit 5:     Opening Statements
Unit 6:     Qualifying Prospects
Unit 7:     Productive Prospecting
Unit 8:     Structuring Your Prospecting
Unit 9:     Identifying Telephone Screens
Unit 10:    Preparation for Prospecting

TESTING PROCESS:
Random answering during class.

FORMAT:        Facilitated classroom with role plays
LOCATION:      Sales Schools
LENGTH:        1 Day
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    20 Maximum, 8 Minimum
REGISTRATION:  Register via your Training Program Integrator (TPI)

QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGRS:  Dave Holly, TN/416 678-3238; Terry Iverson,
               TN/408 447-4662