Problem
a) You are a salesperson for a restaurant supply company. You've mainly been servicing a wide range of small independent establishments. One of the objectives for the next 2 years is to increase your revenues, hence add new customers. Recently, there's been an opening of a brand new, large and upmarket restaurant in the city. Which of the prospecting methods would be most effective? Why? How?
b) Imagine you are a salesperson for a company selling photocopiers to SMEs (Small and Medium Enterprises). On your way to a meeting at Centennial college, you have noticed the area building a large addition to their campus. What does that tell you? What would you do in this scenario? Which of the prospecting methods would you use and how?