Salesmanship: Prospecting

Duration: 10 min

Creator: McGraw Hill Text Films

Description: Interviews three salesmen on how they selected a prospect. Explains that their methods - through overhearing a discussion, through following up a sale, and through a friend of the prospect - are but three effective systems which can be used alone or in combination. Mentions some other systems such as spotters, cold canvassing, direct mail, and telephone.

Metadata Source:Catalog of Classroom Teaching Films for Georgia Schools, No. 10 (Georgia Department of Education)