Problem: How might a marketing approach differ based on the size of the target prospect? A large prospect would typically have a sales team on-site, whereas a small prospect would have a less expensive approach such as email and telemarketing. A small firm will probably have a corporate office that dictates purchasing procedures, whereas a large firm would probably make the purchasing decisions locally. A large prospect might contract its purchasing department, whereas a small prospect might use an in-house purchasing team. Salespeople would need to call on small businesses to give them confidence in their decision making, whereas salespeople would not need to call on large businesses because of the more impersonal nature of being large.