 | Prospecting
SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: - Why is prospecting important for effective selling?
- Are all sales leads good prospects? What are the characteristics of a qualified prospect?
- How can prospects be identified?
- How can the organization's promotional program be used in prospecting?
- How can an effective lead qualification and management system aid a salesperson?
- How can a salesperson overcome a reluctance to prospect?
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