10 Jun WHAT ARE THE MAJOR COMPONENTS OF A STRATEGIC PROSPECTING PLAN?
In our readings and written assignments for this learning plan, we’ll examine the importance of establishing a “value proposition” for your customers. What is a value proposition? To find out, VIEW this YouTube video hosted by product180dotcom. 3.PRACTICE market analysis. For each of the following websites, ANALYZE the segmentation / target approach strategy. Which of the types of segmentation you read about in Chapter 8 of MKTG9 (pp. 137 – 143) do you see occuring here? Do you feel that the segment is or is not sufficiently defined? Why or why not? ◦iVillage ◦Popular Hispanics ◦BuzzFeed LP.2.1 Share your market analysis of one of the websites you viewed in Learning Activity 3. Which of the types of segmentation you read about in Chapter 8 of MKTG9 (pp. 137 – 143) do you see occurring here? How do you know? Give specific evidence of things you see on the website (i.e., topics of articles, ads, language used) that tell you the website is targeting a particular segment. Conclude your analysis with a discussion of whether this website’s target is or is not sufficiently defined. Why or why not? LP2.2 DISCUSSION Explain why strategic prospecting is an important activity for salespeople. What are the objectives of strategic prospecting? Why is it difficult for some salespeople? What are the major components of a strategic prospecting plan?
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