1. Prospecting Techniques
1. Endless chain
2. Referrals
3. Friend and acquaintances
4. Directories
5. Advertising and telephone
6. Computerized database
7. Cold canvassing
8. Networking
9. Observation
10. Technical survey
11. Publications
12. Prepared prospect lists
13. Direct mail
14. Company records
15. Competitors
16. Business newspaper
17. Junior sales people
18. Old customers
19. Public record
20. Exhibitions.