Identifying and developing potential prospects and accounts for a business has been called the lifeblood of selling. Prospecting requires careful planning so that resources are used efficiently and effectively. For this assignment, you are a sales representative for Xerox Corporation. Assume Xerox has just developed a new, less expensive, better-quality copying machine. From the material in this chapter, determine the sources you would use in developing your prospect list. In a 1-2-page document (double-spaced, 12-point font, 1″ margins), identify three sources you would use and explain why you selected each source.
