Summary
SPMP stands for Specific Prospect Marketing Plan, and the idea here is that each individual prospect may require an individual convincing strategy. For example, a prospect who's had quality problems with his/ her current printer suggests one strategy, while another who's had no serious problems but has not yet been exposed to online ordering suggests a completely different strategy.
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Extract
Be Specific!
Last month, I wrote about GPMP (General Prospecting Marketing Plan), and I suggested that every printing salesperson should have one. Prospecting is not s...
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