Read Case 5.1: How to Prospect for New Customers Background and answer the following questions in an essay format.
1. What prospecting methods should Tsuleff use?
2. How can Tsuleff qualify the leads he receives? What qualifying factors will be most important?
3. How can Tsuleff organize his prospecting activities?
4. How should he keep records of his prospects?
5. What precall information is needed by Tsuleff? How will he collect this information?
Your answers must include content and cite reference materials where appropriate. To assist in this requirement, a good rule of thumb is that each answer should be approximately 250 words in length.
case 5.1 is located on page 157.
Citation and Reference Style
Attention Please: Students will follow the APA Format as the sole citation and reference style used in written work submitted as part of coursework to the University. Assignments completed in a narrative essay or composition format must follow the citation style cited in the APA Format.
All written submissions should be submitted in a font and page set-up that is readable and neat. It is recommended
Typewritten in double-spaced format with a readable style and font and submitted inside the electronic classroom (unless classroom access is not possible and other arrangements have been approved by the professor).
� Arial 12-point font or Times New Roman styles.
� Page margins Top, Bottom, Left Side and Right Side = 1 inch, with reasonable accommodation being made for special situations and online submission variances.
� Any material that is not original work must be properly cited and referenced.
CITATION AND REFERENCE STYLE
Assignments completed in a narrative essay or composition format must follow APA format.