| A | B |
|---|
| Prospecting | looking for potential customers |
| Referrals | the names of other people who might buy the product |
| Pre-approach | preparation face-to-face encounter with customers |
| Endless chain method | The process of asking previous customers for names of potential customers |
| Cold-canvassing | potential customers are selected at random (blind prospecting) |
| Commercial Lists | bought lists of potential customers categorized by a particular criteria. |
| Sales Quota | dollar or unit sales goal set for sales staff to achieve |
| Qualifying a lead | when a sales person researches a prospect to determine if they need the product |
| Four step training process | Explanation, demonstration, trial and critique |
| Industrial Selling preparation | Review previous customer information, Qualify new customers, Make an appointment |
| Retail selling preparation | Centers around merchandise and work area |
| Sources for product information | Direct experience, Written publications, Formal training |
