January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Sources of Prospects and Accounts
9.2 Identify and assess important sources of prospects and accounts
Every salesperson and company must develop a prospecting and account development system suited to a particular selling situation. Some of the many sources of prospects follow, and each should be carefully examined:
Referrals
Prospecting with social media
Centers of influence, friends, and family members
Directories
Trade publications
Trade shows and special events
Telemarketing and e-mail
Direct-response advertising and sales letters
Website
Computerized database
Cold calling
Networking
Educational seminars
Prospecting by nonsales employees
Referrals
The use of referrals as an account development approach has been used successfully in a ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.