Tools for Basic Prospecting --DeWese

Salespeople who actively and successfully prospect for new business have met head-on the most difficult challenge in print sales. First, they have a willingness to prospect. This means they understand the rationale for developing new business.

This rationale centers on a company's need to grow revenues, the salesperson's personal need to grow his/her income, the need to avoid account concentration and the need to replace the accounts that inevitably leave every year.