This document provides an overview of prospecting for sales. It defines prospecting as identifying potential customers who have a need for the product and ability to purchase. It discusses various techniques for prospecting like cold calling, door-to-door visits, writing articles, and attending conferences. Popular prospecting sources are grouped into internal sources from within a company and external sources outside a company. Personal contact methods like observation, cold canvassing, and trade shows are also reviewed. The significance of prospecting and common sources of prospects are outlined.

1. PRAYER

2. CHECKING OF
ATTENDANCE

3. Overview of the
Previous Lesson

4. Ma’am Carla Kristina M. Cruz, MBA
Salesmanship:
Prospecting

5. TOPICS COVERED
Ag e n d a 1.What is Prospecting?
2.Techniques of Prospecting
3.Popular Prospecting
Sources and Methods
4.Significance of Prospecting
5.Sources of Prospect

6. P r o s p e c t i n g
It refers to identifying customers
who has the need for the product,
has the purchasing power and
willingness to buy the product.
It means
identifying your
potential
customers.
Its ultimate aim is
to build a prospect
base.
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7. T e c h n i q u e s f o r
P r o s p e c t i n g :
Cold
Calling via
Telephone
Door to Door
Cold
Calling
Speaking at
Conferences

8. T e c h n i q u e s f o r
P r o s p e c t i n g :
Writing
Articles
Trade Shows Conferences

9. T e c h n i q u e s f o r
P r o s p e c t i n g :
Reading
Local
Newspapers
Referrals Internet
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10. Popular Prospecting Sources
and Methods
INTERNAL
SOURCES
EXTERNAL
SOURCES
PERSONALCO
NTACT

11. I n t e r n a l
S o u r c e s
1.Company
Records
2.Lists and
Directories
3.Advertising
Inquiries
4.Telephone
Inquiries
5.Mail Inquiries
6.Internet or
World Wide Web
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12. E x t e r n a l
S o u r c e s
1.Referrals
2.Introductions
3.Community
Contacts
4.Organizations
5.Non-
Competing
Salespeople
6.Visible
Accounts
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13. P e r s o n a l
C o n t a c t
1.Observation
2.Cold
Canvassing
3.Trade Shows
4.Bird Dogs
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14. SIGNIFICANCE OF PROSPECTING
1. It looks for customers who have the need and ability to buy our
product or service.
2. It helps in finding out potential customers.
3. It helps in bringing out lost customers.
4. It helps in retaining our current customers.
5. Generating sales through prospecting is possible.
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15. Sources of
Prospects
1.Referrals
2.Friends and Relatives
3.Directories
4.Trade Publications
5.Trade Shows
6.Telemarketing
7.Ads and Sales Letter
8.Internet
9.Seminars
10.Old Clients

18. Determine who will be
our prospect in the
pictures that will
follow.

22. For your assignment
please read about
sales dialogue.

23. Thank you for
Listening and See
You Around! 