Secrets of successful prospecting
Description
What is a salesperson's most important activity? In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-tackles the subject of prospecting, from gathering referrals to making cold calls. How to tap current and prior customers for referrals; how to cultivate a "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered.
Runtime
30 min
Series
Subjects
Genre
Date of Publication
[2005], c1999
Database
Films on Demand
Direct Link
https://www.remote.uwosh.edu/login?url=https://fod.infobase.com/PortalPlaylists.aspx?wID=102638&xtid=10824
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