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

Chapter Overview

The Sales Process Has 10 Steps

Steps Before the Sales Presentation

Prospecting-The Lifeblood of Selling

Where to Find Prospects

Planning a Prospecting Strategy

Prospecting Methods

Prospecting Guidelines

The Prospect Pool

The Referral Cycle

Call Reluctance Costs You Money!

Obtaining the Sales Interview

Wireless E-Mail Helps You Keep in Contact and Prospect





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