Combination Approaches
In recent years, we have seen an increase in the number of prospecting and account development approaches used by salespeople. In many cases, success in selling depends on your ability to use a combination of the methods described in this chapter. For example, the large number of prospects identified at a trade show might be used to develop an effective telemarketing program. Prospects are called and an effort is made to set up a personal call. Prospects identified at a trade show or educational seminar might be sent a sales-oriented newsletter, a sales letter, or an e-mail message inviting prospects to visit your Web page.
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