1. 5 Minutes: As a salesperson, you must be familiar with the product(s) you are representing. List and describe three (or more) ways a business can help their salespeople become more familiar with their product(s).

2. Mr. Gallucci Lesson 1 Obj: What is Prospecting and how does it work?

3. Product Information Four Main Sources for a Salesperson to learn about the product he/she will be selling: Direct Experience Written Publications Other People/Personal Opinions Formal Training Obj: What is Prospecting and how does it work?

4. Prospecting “looking for new customers” Also known as a “lead.” Very important in business-to-business sales How about Retail? Obj: What is Prospecting and how does it work?

5. Prospecting Employer Leads Telemarketing Salesperson leads Telephone Directories Trade/Professional Directories Newspapers Commercial Lists Customer Referrals Cold Canvassing Obj: What is Prospecting and how does it work?

6. In-Class Assignment - Prospecting See “Prospecting Assignment” on my Webpage. Please remember your Syllabus is due tonight! Obj: What is Prospecting and how does it work?