MKTG 3130 Week 7

Select a B2B product and describe a selling scenario using the funnel. Identify the likely selling work you might perform at each level of the funnel as that opportunity wends its way towards a completed sale. Use the Strategic Selling description of a sales funnel (Chapter 17 p.350) and the high level graphic below to align your actions with each step. Pages 7-9 in this week's topic outline have detail on specific steps for each stage. 

For example...

Narrowing the universe - I've been analyzing a database of possible prospects and discovered a company that fits my "ideal customer" concept because they are...

Above the Funnel - I have further investigated this company by doing x and y and have determined that there is a fit between...

In the Funnel - I am covering the bases to move this sale into a favorable position by...

Best Few - I am 95% certain of closing this sale and only need to do x and y to ensure that the customer's decision is finalized

There's no incorrect answer so be imaginative! But...be sure to adopt the persona of a sales person.