A body of customers upon which an organization can rely for considerable repeat business

Unannounced telephone calls or visits by a salesperson to prospects about whom little may be known

Information about and contact with potential customers provided by a company, its advertising, participation in trade shows, or telephone and mail solicitation

An effort to obtain business by sending promotional material to customers in the form of letters, catalogs, postcards, faxes, folders, and e-mails

Contacts outside the business, such as other salespeople, specialized lists and directories, and industry trade groups

The determination of a customer's satisfaction with a good or service after a sales presentation regardless of whether a sale was made

Positive feelings toward a business; an advantage that a business acquires beyond the value of its products or services

A promise made to the consumer that a product's purchase price will be refunded if the product is not satisfactory

The name of an organization or individual that might be interested in a salesperson's good or service