The Art of Prospecting

“The main purpose of a salesperson is not to make sales, but to create customers.” (Gerhard Gschwandtner, Editor, Selling Power.)

The Art of Prospecting is a seminar that will expose you to how personal selling has been redefined in the modern era with a focus on creating customer value as a means of driving sales. The seminar will showcase the knowledge bases required for trust-based relationship selling and the manner in which customers are found, qualified and prioritized. Lastly, the seminar will discuss the components necessary to effective and efficient prospect management for sales success.

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LEARNING OUTCOMES:

1) Define personal selling and understand its unique characteristics as a marketing communication tool.

2) Explain trust and its importance to selling in today’s business context with a focus on customer value.

3) Identify knowledge bases that contribute to building trust and relationships.

4) Understand the role and importance of prospecting and identify and assess major sources of prospects.

5) Describe the criteria used for qualifying prospects in each stage of the prospecting process.

6) Discuss the important components of a strategic prospecting plan and the prospect information required to drive sales.

BIO

Cristina Italia

Professor of Entrepreneurship at Seneca College. Has held various roles in Sales, Business Development, Strategy and Planning. Founder and managing partner for an entrepreneurial venture in international wine trade and is currently consulting on several start-up ventures.

Holds an International BBA from the Schulich School of Business, an MBA from SDA Bocconi in Milan, is ESL certified and speaks five languages.

To register please click here.

The LEARN Seminar Series focuses on maximizing business resources.

Every month the LEARN Seminar Series will provide you with key information relevant to your business or organization.

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Cancellation/Refund Policy: In order to avoid being charged for an event, the Chamber requires 48 hours written notice unless otherwise noted. An attendee name changes may be made at any time. All "no shows" will be billed. Please contact the Chamber at (905) 898-5900 or by e-mail info@newmarketchamber.ca for further information.

Support Person: A support person required to accompany a person with a disability for health and safety or in consultation of the person, will be allowed to attend free of charge. Please contact us to register.

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LEARN Seminar Series - The Art of Prospecting