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  • Level10 Unit 9 Lesson 2

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    Nabiha Jamil
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    The document presents the key steps in a typical sales process: 1) Prospecting and lead generation to identify potential customers and schedule sales calls. 2) Planning sales calls by researching the prospect, identifying stakeholders, and setting an agenda. 3) Conducting meetings to understand the prospect's needs, present solutions, and agree on next steps. 4) Following up after calls by recapping discussions and outlining next steps.

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    The document presents the key steps in a typical sales process: 1) Prospecting and lead generation to identify potential customers and schedule sales calls. 2) Planning sales calls by researching the prospect, identifying stakeholders, and setting an agenda. 3) Conducting meetings to understand the prospect's needs, present solutions, and agree on next steps. 4) Following up after calls by recapping discussions and outlining next steps.

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    14 views20 pages

    Level10 Unit 9 Lesson 2

    Uploaded by

    Nabiha Jamil
    The document presents the key steps in a typical sales process: 1) Prospecting and lead generation to identify potential customers and schedule sales calls. 2) Planning sales calls by researching the prospect, identifying stakeholders, and setting an agenda. 3) Conducting meetings to understand the prospect's needs, present solutions, and agree on next steps. 4) Following up after calls by recapping discussions and outlining next steps.

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    Attribution Non-Commercial (BY-NC)
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    of 20

    Present a theory about a past event

    Click to edit Master subtitle style

    Top Notch 1
    Level 10, Unit 9 , Lesson 2 , Page 102

    lPresented

    by Masroor

    Khan

    Discussion
    Are you familiar with either of these stories? Have you heard about any other similar stories? Describe the story you know.

    The Stone Balls of Costa Rica


    Whats the Article about? Where? When? Whats the mystery?

    The Stone Balls of Costa Rica


    Whats the Article about? The article is about the stone balls, hand carved by humans. It is believed, that the balls could have been made by the ancestors of the native people who lived in the region at the time of the Spanish Conquest. Where? Diquis Delta of Costa Rica

    An explosion in the Tunguska


    Whats the Article about? Where? When? Whats the mystery?

    An explosion in the Tunguska


    Whats the Article about? The article is about an Catastrophic explosion in the Tunguska forests. Where? Tunguska forests, northern Siberia. When? At 7:17 am on June 30th 1908. Whats the mystery?

    Words and Meanings


    Archaeology Catastrophic Meteorite Crater

    Words and Meanings


    : The Study of an ancient society; by examining their buildings, graves, tools, etc. Catastrophic :
    Causing a lot of damage.
    Meteorite Archaeology

    : A piece of rock or metal from space that lands on earth. Crater:

    Grammar
    Perfect

    Modals in passive voice speculating about the past.


    You can use the following to speculate with the different degrees of certainty about the past. - May - Might - Must - could - Had to

    Words and Meanings


    Speculate Catastrophic Meteorite Crater

    Words and Meanings


    : The Study of an ancient society; by examining their buildings, graves, tools, etc. Catastrophic :
    Causing a lot of damage.
    Meteorite Archaeology

    : A piece of rock or metal from space that lands on earth. Crater:

    Words and Meanings


    Who

    are our competitors? What do they do? What do they bring to the table?
    lspeculate

    Sales process
    Prospecting

    and lead generation Planning sales calls Meetings Postcall follow-up Documentation Presentation Sign-off

    Prospecting and lead generation


    Identify

    current customer base. Identify and rank prospects. Schedule sales calls.

    Planning sales calls


    Research

    prospect company. Identify audience. Define presales support (for example, engineers). Plan meeting agenda. Call and confirm meeting ahead of time.

    Meetings
    Make

    introductions. Define and then confirm prospects objectives. Define your objectives. Review business need. Identify contributing factors. Present possible solutions. Reach consensus (fit, no fit, investigate further).

    Postcall follow-up
    Send

    summary e-mail message or letter to prospect, and then follow up with a phone call.

    Thank prospect for meeting. Recap meeting. Review agreed-upon next steps. State future intentions.

    Notify

    appropriate internal resources (for example, engineer) for next-step assistance.

    Documentation
    Prepare

    appropriate documents. Review documents with prospect.

    Presentation
    Deliver

    final documents. Present proposal. Request the sale.

    Sign-off
    Sign

    documents. Close the sale.

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