Sales people spend a minimum of 10% of their time prospecting.

When you determine you need to sell 150 blue widgets, you are in the _____ step of the prospecting process?

Cold calls are calls you make on customers that you have previously called upon and have established a sales relationship with.

Sales volume, unit sales, and market share are all examples of sales goals.

Explain the Prospect Priority Index and how it helps refine prospecting efforts.

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

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?

When does a salesperson stop prospecting?

The first step in the prospecting process is?