3.1: Prospecting for Customers
3.1.1: Sales Territories
As you read through this brief article on sales territories, try to define a territory where you live for selling a product or service with which you are familiar.
3.1.2: Audience Analysis
This chapter addresses audience analysis from a general perspective. As you read, think of yourself preparing for a sales presentation to a group of prospects or clients. Think of the questions you would have to ask yourself and research you would have to do in order to identify the characteristics of your likely audience members.