S 1. What is the difference between a lead and a prospect? What should you, as a salesperson, do to qualify a potential customer? 2. This chapter termed prospecting the lifeblood of selling. a. Where do salespeople find prospects? List and briefly explain seven prospecting methods discussed in this chapter Can you think of other ways to find prospects? 3. Assume that you have started a business to manufacture and market a product a a line selling for between $5,000 and $10,000. Your primary customers are small retailers. How would you uncover leads and convert them into prospects without personally contacting them? 4. Assume you had determined that John Firestone, vice president of Pierce Chemicals, was a prospect for your paper and metal containers. You call Mr. Firestone to see if he can see you this week. When his secretary answers the telephone, you say, "May I speak to Mr. Firestone, please?" and she says, "What is it you wish to talk to him about?" How would you answer her ques- tion? What would you say if you were told, "I'm sorry, but Mr. Firestone is too busy to talk with you"? 5. You are a new salesperson. Next week, your regional sales manager will be in town to check your progress in searching for new clients for your line of indus- trial chemicals. You have learned that Big Industries, Inc., a high-technology company, needs a supplier of your product. Also, a friend has told you about 12 local manufacturing firms that could use your product. The sales potential of each of these firms is about one-tenth of Big Industries. Knowing that your sales manager expects results, explain how you will qualify each lead (assuming the 12 smaller firms are similar)