This document discusses prospecting skills for salespeople. It defines key terms like prospect, prospecting, and prospect base. Developing a strong prospect base is important for salespeople to find new customers as existing ones may be lost over time. The document outlines various sources of prospects like referrals, directories, trade shows, and cold calling. It also describes criteria for qualifying prospects and methods for collecting and organizing prospect information in a customer relationship management system. Maintaining a balanced prospecting plan can help salespeople efficiently manage their prospect base.