In order to make an effective presentation a sales person looks for information about the prospect in the print and electronic media. The fifth floor of the Dallas Public Library displays much printed and electronic information about businesses and industries. Informed and cooperative employees are ready to respond to inquiries
Over a year ago while I was looking for Spanish publishers, the Library gave the name of one in Barcelona to whom I submitted some Spanish manuscripts by email. No, I did not get a contract, but the rejection note written in flawless Spanish was very polite.
Sales persons can look for prospects in the yellow pages, both print and Internet. Chambers of Commerce keep lists of members as do trade associations. Magazines and newspapers may offer information. Finally, don’t neglect Google, Yahoo, Ask, Bling and others. They have much to report.
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
