Synopsis
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.
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Prospecting for Customers (Sales Professional's Library)
Published by
Kogan Page Ltd 30/11/1993, 1993
ISBN 10: 0749411937
ISBN 13: 9780749411930
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Prospecting for Customers (Sales Professional's Library)
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Paperback. Condition: Very Good. Prospecting for Customers (Sales Professional's Library) This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Seller Inventory # 7719-9780749411930
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Prospecting for Customers
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Condition: Used. pp. 136. Seller Inventory # 11422479
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Prospecting for Customers
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Condition: Used. pp. 136. Seller Inventory # 2614283984
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Prospecting for Customers
Seller: Biblios, Frankfurt am main, HESSE, Germany
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Condition: Used. pp. 136. Seller Inventory # 1814283994
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Prospecting For Customers (the Sales Professional*s Library)
Seller: Romtrade Corp., STERLING HEIGHTS, MI, U.S.A.
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Condition: New. This is a Brand-new US Edition. This Item may be shipped from US or any other country as we have multiple locations worldwide. Seller Inventory # ABNR-305091