Selling and Sales Mgmt.

Help Finding and Generating Sales Leads

In this section those involved in selling can learn how to expand their prospect lists with information and how-to information for helping to find new sales leads including prospecting for federal government work, international buyers and other selling opportunties.

Principles of Marketing Tutorials
This Topic Area is also Mentioned in the Following KnowThis.com Tutorials: How to Evaluate Market Research Reports The Selling Process Click Here to See List of All Principles of Marketing Tutorials

Marketing Stories for Topic Area

Beyond the Fishbowl (methods to generate sales leads at trade shows) Exhibitor Magazine
Harnessing the Simple, but Effective Art of Referral Marketing (sales leads through referrals) New York Times
Salespeople Don't Live Off Referrals Alone Entrepreneur Magazine
Hot Niche for Marketing Online Is Cooling Fast (lead generation technique under scrutiny) WSJ StartupJournal
How To Network Like A Pro Online Forbes
Get More Referrals by Asking (sales lead generation) Entrepreneur Magazine

Click Here to See All 15 Stories for Topic Area

The Weblinks Collection

FedBizOpps *The US Federal government has established this central portal for government purchases that exceed $25,000. Plenty of information here for locating potential contracts (though search function is limited), how-to information and much more.
Harris InfoSource *Though you have to pay for use, this site offers flexible databases profiling hundreds of thousands of business of all types. Profiles include general company information as well as information on firms' executives.
Lead Generation - Lowe Foundation *Several strong articles from the Edward Lowe Foundation on the skills and techniques needed by salespeople to generate sales leads.
Manufacturers' News, Inc. *For-fee database of manufacturers that offers detailed profiles including executive information for thousands of US manufacturing firms.
North American Industry Classification System (NAICS) *This has replaced the SIC system for classifying US companies. Can drill down to locate segments within industries.
US Government Site - BuyUSA *Matchmaking service run by US Commerce Department is designed to bring US suppliers together with international buyers. Offers email notification of sales leads, access to international buyer's contact information and posting of company profile. Requires registration fee.

Business Buying Behavior Tutorial
Find extensive coverage of how businesses making buying decisions in the Business Buying Behavior section of our highly detailed Principles of Marketing tutorial. Click Here for Tutorial

Personal Selling Tutorial
What is selling? Find out in our extensive coverage of sales in the Personal Selling section of our highly detailed Principles of Marketing tutorial. Click Here for Tutorial

The Selling Process Tutorial
See what activities salespeople engage in to get the sale in The Selling Process section of our highly detailed Principles of Marketing tutorial. Click Here for Tutorial