McGraw-Hill OnlineMcGraw-Hill Higher EducationLearning Center
Student Center | Instructor Center | Information Center | Home
Chapter Objectives
Chapter Overview
Multiple Choice Quiz
True or False
Glossary
Web Links
Feedback
Help Center


ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Prospecting-The Lifeblood of Selling

Chapter Objectives

Here we begin to discuss the steps in the sales process. This chapter examines the first step-prospecting. After studying this chapter, you should be able to:

Define the sales process, plus list and describe its 10 steps in the correct sequence.

State why it is important to prospect.

Describe the various prospecting methods.

Ask for a referral anywhere in the referral cycle.

Make an appointment with a prospect or customer in person or by telephone.





McGraw-Hill/Irwin




Copyright2002 McGraw-Hill Higher Education
Any use is subject to the Terms of Use and Privacy Policy.
McGraw-Hill Higher Education is one of the many fine businesses of The McGraw-Hill Companies.