These visuals have been designed to assist classroom
instruction of Agri-Selling
Purdue University
Sales and Marketing
Developed by:
W. David Downey, Purdue University
through a USDA Challenge Grant
With special assistance from:
Matt Kurtz, Purdue Graduate Research Assistant
Matt Guffy, Purdue Technical Graphics Student
For more information contact:
The Center for Agricultural Business
1145 Krannert Building, Room 781
West Lafayette, IN 47907
Phone: (765) 494-4247 Fax:(765) 494-4333
Developed by Purdue University
Beta run January 2000
Module 9
Ag Econ 331
Spring 1999
Developed by Purdue University
The Role of Prospecting
in Strategic Selling
• Prospecting is the process
– of identifying potential new accounts
• A Prospect is “potential” customer -- one who . . .
– You are not doing any business yet,
– You are doing only limited business with
• Identifying prospects
– and converting them to customers
• is one of a salesperson's
– most important tasks
Developed by Purdue University
The Role of Prospecting
in Strategic Selling
• All prospects
are not
equal!!
Developed by Purdue University
The Role of Prospecting
in Strategic Selling
• There is always some natural loss of customers
– but in today’s market the problem is worse
• because of the concentration of business
– and increasing competition
• Constant and systematic prospecting
– is necessary to offset these losses
• A systematic and planned prospecting process
– also helps you to make
• the most efficient use of your time
Developed by Purdue University