SELL 3rd Edition by Thomas Ingram,Raymond LaForge ,Ramon A. Avila ,Charles Schwepker,Michael Williams

Exercise 1

HOW TO PROSPECT FOR NEW CUSTOMERS
Background
Pete Tsuleff has been interested in the food and beverage industry since he was a little boy. His father owned a restaurant/tavern. Tsuleff spent his evenings, weekends, and summers working in the restaurant. At age 21, he began to work as a bartender. He had firsthand experience ordering food, hiring, firing, and running the entire operation by the time he was 25. At age 30, he bought his father out.
During the next 10 years, he opened another restaurant/bar and two liquor stores. Tsuleff's first love was experimenting with new recipes. He had a chili that won competitions in his hometown. He made a spaghetti sauce that was world class. His garlic bread and garlic cheese bread were legendary. Tsuleff decided to get out of the tavern and liquor business, and he opened a line of spaghetti shops. Sales over the first five years were outstanding, and he opened a new store every six months.
Tsuleff continued to experiment with recipes and developed a line of barbecue sauces. He believes that he is the first to dual franchise spaghetti and barbecue in the same building.
Current Situation
Tsuleff is convinced that a good market exists (e.g., groceries, restaurants, gas stations) for his garlic bread and spaghetti and barbecue sauces. He has seen his sales grow by 18 percent per year over the past five years, and the trend is expected to continue for at least the next three years.
One of his first problems is to obtain a list of prospects.
What prospecting methods should Tsuleff use?