Selling ERP (Basic Track)...2

o   Prospects Types:

There are 4 types of prospects classified as follows:

Prospect	Type 1	Type 2	Type 3	Type 4
Budget	Yes	Yes	No	No
Need	Yes	No	Yes	No

1.    The first type must be prospected through direct sales and indirect sales or marketing if exists.

2.    The second type must be prospected through seminars and events or similar activities aiming to give this type the missing knowledge to create the need.

3.    The third type must be prospected through discounts or external financial resources such as IMC or USAID.

4.    The fourth type can be delayed.