After reading this chapter, you should be able to

• Describe how to qualify a lead as a prospect.



• Explain why prospecting is important to long-term success in relationship selling.



• List various sources of prospects.



• Prepare a prospecting plan.



• Explain call reluctance and point out ways to overcome it.



• Describe elements of the preapproach and why planning activities are important to sales call success.



• Understand the sales manager's role in prospecting and sales call planning.