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The Complete Idiot's Guide to MBA Basics, 3rd Edition by Tom Gorman

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The Sales Process

The sales force has two goals: selling to current customers and finding new ones. Every company and salesperson must strike a balance between the two, but let’s focus on winning new customers because it includes all three parts of the sales process:
• Prospecting
• Problem solving and presenting the product
• Persuading
I explain these steps in the following pages.

Prospecting: On the Hunt

Prospecting involves finding people to sell to, and there are various ways of doing this. Cold calling means picking up the phone and calling people that you don’t know for appointments (or trying to sell products to them on the phone).
MBA ALERT
For absolutely first-rate advice on the mental, emotional, and tactical aspects of cold ...

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