Salespeople need to spend some time prospecting on a regular basis because there's typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status. TrueFalse

The correct answer is True.

Explanation:

Sales, that oxygen that every company needs to thrive, are based largely on interpersonal relationships. Without a proper approach to them, sellers are limited when it comes to knowing their customers, understanding their needs and offering them a product or service.

Prospecting or systematically identifying and locating potential clients is the first step towards establishing a fruitful relationship with them. This book shows what the customer search is for the so-called “cold door” sale, an expression that defines the interaction between a seller and a potential customer who did not expect to be challenged.

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