In the midst of the current knowledge and technology explosion, information about prospective customers is readily available. For example, cumbersome printed directories have been replaced by computer disks and online services. These computerized directories can be easily searched for specific kevword criteria, and prospects can be categorized by size, location, and many other variables. The Harris Directory data, for instance, can be searched for headquarter locations or whether companies export or not. Some computerized directories can be linked with mapping software so that it is possible to identify the number of prospects in different geographic locations. This is only one example of how salespeople learn about prospects. “Professional Selling in the 21st Century:Getting Appointments over the Phone,” describes the importance of using the telephone to prospect and the difficulty in securing appointments. Taking time to prospect and having a plan are critical to prospecting success. With all the different prospecting methods available (you will learn about these in this module), it is important that salespeople have a prospecting plan or system.