9 Developing and Qualifying Prospects and Accounts

A photo shows a business person walking with a file and a phone.

Source: Michael Ahearne

Learning Objectives

When you finish reading this chapter, you should be able to

  1. 9.1 Discuss the importance of developing a prospect or account

  2. 9.2 Identify and assess important sources of prospects and accounts

  3. 9.3 Describe criteria for qualifying prospects and accounts

  4. 9.4 Explain common methods of collecting and organizing prospect and account information

  5. 9.5 Describe the steps in managing the prospect or account list

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