6Prospecting and Sales Call Planning

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Learning Objectives

This chapter explores important issues in how salespeople successfully prospect and plan for a sales call (the preapproach). These important advance activities set the stage for success with the customer.

After reading this chapter, you should be able to:

  • Describe how to qualify a lead as a prospect.
  • Explain why prospecting is important to long-term success in selling.
  • List various sources of prospects.
  • Prepare a prospecting plan.
  • Explain call reluctance and point out ways to overcome it.
  • Describe elements of the preapproach and why planning activities are important to ...

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