Sales

Prospecting consists of elementary and basic procedures. While they sound very basic and humble for a sales person, they can be used to help you find prospects. They are necessary if you want to sell or, at the very least, know what is going on in your territory.

Take a map and block out a specific area in which you are interested. Then, plan a route through that area similar to the one illustrated below. Make sure that your route will enable you to call on every door. Don't wander through the area like a tourist hitting a spot here and there looking for a prospect who is natural. You can travel all over the area looking for naturals and the only conclusion you will come up with is that they don't exist. Using the tourist type of approach, you are going to miss some of your best prospects. With what you are selling there is no way you can tell.  

The main point is that you take over your area and make it your territory. This is where you are going to lay it out and work it and work it right. Use thorough door-to-door coverage. You can't miss any prospect.

Now that you have found the company, you are ready to proceed to the next point of development. However, there are two people employed by most companies you should know about. They are the Purchasing Agent and Receptionist.