Read the following case study and answer the five questions below:
Most firms want employees to offer suggestions for improvement. To accomplish that, most use one of the following two methods: a suggestion box or questionnaires given out to employees. The beauty of such a system is its ease of use and that fact that it is relatively inexpensive. The disadvantage of suggestion boxes and surveys is that many employees refuse to take the time to participate. And it can often seem as though managers aren’t reading the comments anyway.
Eric Reed is a salesperson for 123 Flash Chat. Flash Chat gives employees an anonymous, time-friendly way to chat with each other and managers, using an online discussion group format. The software program has many features that would be of benefit to firms, including ease of use, ease of setup and customization, password protection, complete firewall protection, no extra plug-in software needed, fully featured chat functions, moderator, moderator control features, and multilingual support.
Eric is ready to sell this program to businesses and organizations in Spokane, Washington. But first he needs prospects. He started working for Flash Chat this week, and the program hasn’t been sold in this marketplace before.
1. Which prospecting methods do you think Eric should use?
2. How should Eric qualify the leads he finds?
3. Which qualifying factors will be most important?
4. How should Eric organize his prospecting activities?
5. How can he keep good records?
Please provide a 500 word analysis