Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 7

You are a new salesperson. Next week, your regional sales manager will be in town to check your progress in searching for new clients for your line of industrial chemicals. You have learned that Big Industries, Inc., a high-technology company, needs a supplier of your product. Also, a friend has told you about 12 local manufacturing firms that could use your product. The sales potential of each of these firms is about one-tenth of Big Industries. Knowing that your sales manager expects results, explain how you will qualify each lead (assuming the 12 smaller firms are similar).