Making More of your “Prospects” —: A New Approach to Training Salespeople
Abstract
Salespeople over the years often develop a regular pattern for dealing with prospective customers (prospects). They try out an approach — it works — so they continue with it. At least, it works with most people, and it works in most situations. In order to make effective use of their time, salespeople learn to recognise and avoid time‐wasting prospects and unpromising situations. Perhaps they are missing a lot of business.
Citation
Lansman, M. (1986), "Making More of your “Prospects” —: A New Approach to Training Salespeople", Journal of European Industrial Training, Vol. 10 No. 3, pp. 7-11. https://doi.org/10.1108/eb014231
Publisher
:MCB UP Ltd
Copyright © 1986, MCB UP Limited