Slide 9 of 18
Notes:
The process of new prospects identification to new business close for Buzz Electronics consists of several steps, from
- Lead Generation to
- Customer problem diagnosis to
- Presentation to
- Configuring the solution for this particular problem and then to
- Negotiations and close with new or existing customers.
Buzz prides itself on generating leads from customer referrals. The company advertises in specialized magazines and promotes itself through direct mail.
After considering the opportunities (where the Internet can impact the efficiency or prospect reach) at each step of the process, Buzz decided to select the opportunities highlighted in red on the chart.
[At this point distribute Handout ÏBuzz Electronics eOpportunitiesÓ and go through the selected opportunities:]
- Targeted marketing - utilization of email for promotions and targeted product literature to be distributed to qualified prospects.
- Interactive Product Catalog - a capability that allows prospects to browse and select the appropriate products for their environment.
- Product Selection Guide - a capability that guides prospects through various product selections to identify the right product that solves a particular customer problem.
- The descriptions of other opportunities are on the list.
