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