Prospecting for Customers - Couverture souple

Vicar, Robert

Couverture souple

ISBN 10 : 0749411937 ISBN 13 : 9780749411930

Editeur : Kogan Page Ltd, 1993

Synopsis

Without good prospects, it is impossible for any salesperson to really succeed. That is why prospecting must always be the top priority of any sales professional. The author explains the importance of prospecting for new customers and how to avoid the trap of relying solely on business from existing customers. He shows how to turn prospecting techniques from the casual collection of names to a fixed and disciplined system which builds up a bank of prospective customers for immediate and longer term contact. Every method and technique is covered, such as: identifying and locating prospects; using existing contacts to find others; using mailshots, the telephone and the social round; planning territories and maintaining a record system.

Détails de l'édition

• Éditeur: Kogan Page Ltd
• Date d'édition: 1993
• Langue: anglais
• ISBN 10: 0749411937
• ISBN 13: 9780749411930
• Reliure: Broché
• Nombre de pages: 136
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible