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Follow the Course of the Road—The Preparation and Research Avenue

In: The Sales Sat Nav for Media Consultants

Author

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  • Ricky McKenna

Abstract

Preparation creates security and saves time. A seemingly self-evident wisdom that every salesperson should heed in his and her daily work. The more information you can find out in advance about your customer, the more efficient and successful the later communication with him will be. This chapter serves to introduce simple routines for defining the appropriate customer potentials that actually deserve your sales attention. The search for new customers is a highly strategic task in which the factors “chance” and “hope” have no place. Rather, important conditions must be met in order to lead the activities around customer search to successful sales achievement.

Suggested Citation

  • Ricky McKenna, 2023. "Follow the Course of the Road—The Preparation and Research Avenue," Springer Books, in: The Sales Sat Nav for Media Consultants, chapter 0, pages 1-24, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40734-6_1
    DOI: 10.1007/978-3-658-40734-6_1
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