Objectives 

After studying this chapter, you should be able to: 

1. Itemise sales responsibilities 

2. Evaluate sources of sales prospects 

3. Understand the meaning and importance of the sales cycle 

4. Take a systematic approach to keeping customer records 

5. Understand the importance of self-management in selling 

6. Assess what preparation is needed prior to selling 

7. Understand the issues in cold canvassing 

8. Understand the art of negotiation 

9. Plan individual sales interviews