TITLE

Selling and Sales Management in Action: Prospecting: A New Look at the Old Challenge

AUTHOR(S)
Jolson, Marvin A.; Wotruba, Thomas R.
PUB. DATE
September 1992
SOURCE
Journal of Personal Selling & Sales Management;Fall92, Vol. 12 Issue 4, p59
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Prospecting is a fundamental step in the personal selling process. However, a wide variety of prospecting approaches exists among sales organizations and there is substantial disagreement in the terms used to describe prospecting elements and relationships. This article presents a working model that identifies and defines those elements and clearly demonstrates the strategic relationships among them. Insights and implications for managers are presented, along with suggestions for analyzing and modifying existing prospect-development programs.
ACCESSION #
6291208

 

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