Andrew McIlhern,a software sales representative,is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show.When he consults with his company's exhibit manager,however,she urges him to use the time to prospect wisely.
-How can Andrew use those two days in the exhibit hall to increase his pipeline?
A)spend time studying product literature to increase his product knowledge
B)present to visitors to the booth who cannot buy so that he can practice on people who are not prospects,so he does not have to worry about sales
C)make calls to current customers during breaks in the booth to provide after-sale service
D)ask his co-workers to call some of his prospects while he is gone to present the product to them
E)qualify prospects with a few questions when they first enter the booth and capture the contact info of qualified prospects so he can make follow-up calls a few days after the trade show

Question

Quizplus · Accepted Answer

Qualifying prospects and capturing their contact information is the best use of time in an exhibit hall. This allows Andrew to identify potential leads and follow-up with them after the show to increase his pipeline. Spending time studying product literature and making calls to current customers can be done outside of the trade show, and presenting to visitors who cannot buy does not benefit Andrew's sales pipeline. Asking co-workers to call his prospects takes away from his own personal relationship-building with those prospects.

Andrew McIlhern,a Software Sales Representative,is Not Happy About Giving Up