9-10 Prior to getting involved in networking, it’s a good idea to prepare an elevator presentation. This is a 30-second pitch that summarizes what you want people to know about you. You might think of yourself as a “product” to be sold to an employer who has a job opening. Make your presentation upbeat and brief. Who are you? What are you currently doing? What type of work are you looking for? Practice the presentation alone in front of a mirror and then present it to one or two class members.

9-11 You are a sales representative for Xerox Corporation. Assuming Xerox has just designed a new, less expensive, and better-quality copying machine, make a list of 15 prospects you would plan to contact. From the material in this chapter, identify the sources you would use in developing your prospect list.

9-12 You are in the process of interviewing for a sales position with CIGNA Insurance Company. In addition to filling out an application form and taking an aptitude test, one of the items the agency manager requests of you is to develop a list of prospects with whom you are acquainted. He informs you that this list includes the prospects you will be working with during the first few weeks of employment. The agency manager recommends that you list at least 50 names. Prepare a list of 10 acquaintances you have that would qualify as prospects.

9-13 Sales automation software is most commonly used in the prospecting phase of selling. New-product releases are continually being developed that provide additional features and benefits to salespeople. The software used in this book is marketed by a leader in the field. Access www.salesforce.com and research the latest additions to Salesforce.com such as Radian6 and Data.com. View the introductory videos on their new products.

9-14 Locating companies to work for is a form of prospecting. Assuming you are interested in changing careers, develop a list of 10 companies for which you would like to work. Assign each company a priority according to your interest, from the most desirable (1) to the least (10). Organize your list in six columns showing the company name, telephone number, address, and person in charge of hiring, prospect information, and priority. What sources did you use to get this information?