Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 1

Suppose your sales manager says the following to you: "Look, I know how to prospect effectively! After all, I've been selling for 25 years, haven't I? And you're just starting to sell. Okay, here's what I expect you to do. I want you to make 10 cold calls every day. That's all. Just start knocking on doors. Oh yeah, and report them on this call sheet." As you reflect on what he said, you are confused and anxious. You feel there are much better ways of prospecting than just relying on cold calling. What will you do? What, if anything, will you say to your sales manager?