Here we begin to discuss the steps within the sales process. This chapter examines the first step—prospecting. After studying this chapter, you should be able to:
Define the sales process, and 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 during the referral cycle.
Make an appointment with a prospect or customer in person or by telephone.
