When analyzing customers within a territory, a salesperson should look at what their customers’ needs are and also the strengths and weaknesses of their product compared to competitors.

Review the basic process steps of presenting the sale as illustrated in Table 8.2. Explain why each step is important toward filling the customer’s needs and values.

Sales volume goals are by far the most common and the most trackable of all sales goals.

Cold calls are a part of the prospecting process.

______ is a prospect that has a legitimate need you can satisfy with your product or service; and who has the ability and the means to make a purchase.

Every prospect is equal and should be treated the same.

Prospecting can offset the loss of customers in today’s highly competitive marketplace.

” Jeff, I am wondering who else you know that my products and services would fit well?” This statement is an example of what to ask to find a ________ that will help you identify accounts that might be a good fit for your products and services.

You are a business person working at a large national company. You are the most direct contact salespeople have to your company. You notice one day that you occasionally have different salespeople working with you from the same company. It strikes you as odd that there is not one person assigned to the company. Should it? Why?

The process of gathering available information about individual accounts; including, potential needs and business history is part of what step in the prospecting process?