Prospecting for Customers (Sales Professional's Library)

by RobertVicar (Author)

• Used

  Paperback
  1993

  $15.91

  Without good prospects, it is impossible for any salesperson to really succeed. That is why prospecting must always be the top priority of any sales professional. The author explains the importance of prospecting for new customers and how to avoid the trap of relying solely on business from existing customers. He shows how to turn prospecting techniques from the casual collection of names to a fixed and disciplined system which builds up a bank of prospective customers for immediate and longer term contact. Every method and technique is covered, such as: identifying and locating prospects; using existing contacts to find others; using mailshots, the telephone and the social round; planning territories and maintaining a record system.