| A | B |
|---|
| Employer leads | Generate leads for their sales staff |
| Directories | Yellow Pages, trade and professional |
| Newspapers | Leads such as engagements, florists, caterers |
| Commercial Lists | Buy lists of potential customers |
| Customer Referrals | names of other people who might buy the product |
| Cold Canvassing | potential customers are selected at random |
| Training | 4 Step process often used by sales managers |
| Sales quotas | dollar or unit sales goals |
| Compensation | salespeople may get straight commission, straight salary or sal plus commission |
| Prospect | is a potential customer |
| Endless chain method | Ask previous customers for referrals |
