Question 1

Prospecting is the process of making a successful sale to a customer.

Accepted Answer

A) True 
 B)False  False

Question 2

Janice is a salesperson at a local computer store.She offers buyers a discount of $100 if they provide her with the contact details of people who want to buy computers or computer-related accessories.In this case,Janice wants these people to act as her:

Accepted Answer

A)  leads. 
B)  spotters. 
C)  prospects. 
D)  gatekeepers. 
E)  evangelists. 
A)  leads. 
B)  spotters. 
C)  prospects. 
D)  gatekeepers. 
E)  evangelists. B

Question 3

When a large chain of stores such as Home Depot or Kmart buys items centrally from its home office,selling companies often designate it as a _____ account,which means that its needs are handled by their corporate offices and local salespeople need not attempt to solicit business from any of its branches that come within their territory.

Accepted Answer

A)  house 
B)  bounce-back 
C)  functional 
D)  limited 
E)  generational 
A)  house 
B)  bounce-back 
C)  functional 
D)  limited 
E)  generational A

Question 4

Which of the following statements about the use of a postscript (PS)at the end of a sales letter is true?

Accepted Answer

A)  Postscripts right after the greeting are most effective. 
B)  Postscripts should be used to ask about a prospect's family or some other element of his or her personal life. 
C)  Postscripts should be used to emphasize an important selling point. 
D)  Postscripts should not be used to highlight the requested action because the customer may resent feeling pressurized by the sales team. 
E)  Postscripts should ideally provide details of the sales representative to be contacted for queries. 
A)  Postscripts right after the greeting are most effective. 
B)  Postscripts should be used to ask about a prospect's family or some other element of his or her personal life. 
C)  Postscripts should be used to emphasize an important selling point. 
D)  Postscripts should not be used to highlight the requested action because the customer may resent feeling pressurized by the sales team. 
E)  Postscripts should ideally provide details of the sales representative to be contacted for queries.

Question 5

In the final paragraph of a sales letter,the writer should:

Accepted Answer

A)  wait until the last sentence to demand money. 
B)  seek commitment to the desired course of action. 
C)  use expressions like "Why not buy now?" to give the reader the feeling of having a choice. 
D)  remind the reader that the offer being made in the sales letter will never be canceled. 
E)  assume that the reader is intelligent enough to know what needs to be done and avoid repeating information provided in the body of the letter. 
A)  wait until the last sentence to demand money. 
B)  seek commitment to the desired course of action. 
C)  use expressions like "Why not buy now?" to give the reader the feeling of having a choice. 
D)  remind the reader that the offer being made in the sales letter will never be canceled. 
E)  assume that the reader is intelligent enough to know what needs to be done and avoid repeating information provided in the body of the letter.

Question 6

Kenneth regularly buys from a preferred seller.He always gives positive feedback to the reseller and also convinces his relatives and friends to buy goods from the seller.According to the seller,Kenneth is most likely a(n):

Accepted Answer

A)  bird dog. 
B)  jobber. 
C)  evangelist. 
D)  spotter. 
E)  poacher. 
A)  bird dog. 
B)  jobber. 
C)  evangelist. 
D)  spotter. 
E)  poacher.

Question 7

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Accepted Answer

A)  charisma. 
B)  authority to buy. 
C)  ability to pay. 
D)  eligibility to buy. 
E)  a need. 
A)  charisma. 
B)  authority to buy. 
C)  ability to pay. 
D)  eligibility to buy. 
E)  a need.

Question 8

Which of the following statements about prospecting is true?

Accepted Answer

A)  The value of all qualified leads is identical. 
B)  Not all leads will qualify to be prospects. 
C)  It is unethical to use friends or relatives as sources for leads. 
D)  Personal observation cannot be used to find qualified leads. 
E)  The process of qualifying leads usually results in an increase in the number of leads. 
A)  The value of all qualified leads is identical. 
B)  Not all leads will qualify to be prospects. 
C)  It is unethical to use friends or relatives as sources for leads. 
D)  Personal observation cannot be used to find qualified leads. 
E)  The process of qualifying leads usually results in an increase in the number of leads.

Question 9

Harold needs to sell a new drug to physicians and doctors in a locality.Without even checking with the doctors and physicians,he visits the clinics and hospitals in the locality,assuming that someone would be interested in buying the new drug.This is an example of:

Accepted Answer

A)  cold calling. 
B)  deep selling. 
C)  lowballing. 
D)  ambush marketing. 
E)  routing. 
A)  cold calling. 
B)  deep selling. 
C)  lowballing. 
D)  ambush marketing. 
E)  routing.

Question 10

Ruth used her personal connections with a manager at Hampton Industries,a manufacturer of decorative paper items,to become the first salesperson in her firm to call on a company that was using recycled paper to make posters.Ruth used her _____ abilities to make this sales call possible.

Accepted Answer

A)  seeding 
B)  zoning 
C)  canvassing 
D)  networking 
E)  telemarketing 
A)  seeding 
B)  zoning 
C)  canvassing 
D)  networking 
E)  telemarketing

Question 11

After a sales letter gains a prospect's attention,the next thing it must do is:

Accepted Answer

A)  explain why the reader should or should not take the desired action. 
B)  create curiosity about the product being sold. 
C)  ask the reader to take a specific action. 
D)  point out a deadline for action. 
E)  tell the reader when to expect a follow-up visit or a phone call from the sales representative. 
A)  explain why the reader should or should not take the desired action. 
B)  create curiosity about the product being sold. 
C)  ask the reader to take a specific action. 
D)  point out a deadline for action. 
E)  tell the reader when to expect a follow-up visit or a phone call from the sales representative.

Question 12

How can data mining assist sales prospecting?

Accepted Answer

Sophisticated firms are developing inter

Question 13

Wallace is a salesperson in the Nebraska Territory for a firm selling kitchen appliances to mobile home manufacturers.At a school reunion,an old friend approaches him and says,"What a coincidence! I'm the director of purchasing for Bilt-Tite Mobile Homes in Franklin,Georgia.Why don't you contact me next week? Let's see if we can do business." Unfortunately,Wallace cannot do business with his friend because:

Accepted Answer

A)  he does not need Wallace's products in his business. 
B)  companies discourage the use of personal contacts to generate leads. 
C)  his business is not located within Wallace's authorized territory. 
D)  Wallace will not be able to approach him favorably. 
E)  he does not have the authority to buy Wallace's appliances. 
A)  he does not need Wallace's products in his business. 
B)  companies discourage the use of personal contacts to generate leads. 
C)  his business is not located within Wallace's authorized territory. 
D)  Wallace will not be able to approach him favorably. 
E)  he does not have the authority to buy Wallace's appliances.

Question 14

Which of the following is a way that companies use the Internet to generate leads?

Accepted Answer

A)  By developing an extranet 
B)  By using bulletin boards 
C)  By using newsgroups 
D)  By using e-mail messages 
E)  All of these 
A)  By developing an extranet 
B)  By using bulletin boards 
C)  By using newsgroups 
D)  By using e-mail messages 
E)  All of these

Question 15

The purpose of a blitz is to:

Accepted Answer

A)  build partnerships between a selling firm and a buying firm. 
B)  increase a company's sales budget. 
C)  generate leads for a local salesperson through cold calling. 
D)  blanket a particular geographic area with sales letters. 
E)  improve a salesperson's ability to make custom sales presentations. 
A)  build partnerships between a selling firm and a buying firm. 
B)  increase a company's sales budget. 
C)  generate leads for a local salesperson through cold calling. 
D)  blanket a particular geographic area with sales letters. 
E)  improve a salesperson's ability to make custom sales presentations.

Question 16

It is usually possible for a person to be a center of influence for a salesperson and never actually buy from the salesperson.

Accepted Answer

A) True 
 B)False

Question 17

Referrals by customers in some cultures,like Japan,are less important and insignificant than they are in North America.

Accepted Answer

A) True 
 B)False

Question 18

Spotters are individuals who conduct business purchases on behalf of customers for a fixed fee.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements is true about bird dogs?

Accepted Answer

A)  They are individuals who usually delegate the purchase decisions of a firm to an external consultant for a fixed fee. 
B)  They are individuals who work for a salesperson and are usually able to find out if someone is ready to make a purchase decision. 
C)  They are individuals who buy goods directly from a seller and resell the goods to a reseller at a high price. 
D)  They are individuals who make purchase decisions on behalf of a consumer for a fee. 
E)  They are individuals who usually draft the sales pitch for the salespeople in a firm. 
A)  They are individuals who usually delegate the purchase decisions of a firm to an external consultant for a fixed fee. 
B)  They are individuals who work for a salesperson and are usually able to find out if someone is ready to make a purchase decision. 
C)  They are individuals who buy goods directly from a seller and resell the goods to a reseller at a high price. 
D)  They are individuals who make purchase decisions on behalf of a consumer for a fee. 
E)  They are individuals who usually draft the sales pitch for the salespeople in a firm.

Question 20

The primary purpose of webinars is to:

Accepted Answer

A)  generate leads and provide information to prospective customers. 
B)  promote new products to all potential customers. 
C)  enhance cold-calling initiatives among a sales force. 
D)  expand databases for effective data mining. 
E)  reduce search engine costs and sell deeper. 
A)  generate leads and provide information to prospective customers. 
B)  promote new products to all potential customers. 
C)  enhance cold-calling initiatives among a sales force. 
D)  expand databases for effective data mining. 
E)  reduce search engine costs and sell deeper.

Prospecting is the process of making a successful sale to a customer.

Janice is a salesperson at a local computer store.She offers buyers a discount of $100 if they provide her with the contact details of people who want to buy computers or computer-related accessories.In this case,Janice wants these people to act as her:

Which of the following statements about the use of a postscript (PS)at the end of a sales letter is true?

In the final paragraph of a sales letter,the writer should:

Kenneth regularly buys from a preferred seller.He always gives positive feedback to the reseller and also convinces his relatives and friends to buy goods from the seller.According to the seller,Kenneth is most likely a(n):

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Which of the following statements about prospecting is true?

Harold needs to sell a new drug to physicians and doctors in a locality.Without even checking with the doctors and physicians,he visits the clinics and hospitals in the locality,assuming that someone would be interested in buying the new drug.This is an example of:

Ruth used her personal connections with a manager at Hampton Industries,a manufacturer of decorative paper items,to become the first salesperson in her firm to call on a company that was using recycled paper to make posters.Ruth used her _____ abilities to make this sales call possible.

After a sales letter gains a prospect's attention,the next thing it must do is:

How can data mining assist sales prospecting?

Which of the following is a way that companies use the Internet to generate leads?

The purpose of a blitz is to:

It is usually possible for a person to be a center of influence for a salesperson and never actually buy from the salesperson.

Referrals by customers in some cultures,like Japan,are less important and insignificant than they are in North America.

Spotters are individuals who conduct business purchases on behalf of customers for a fixed fee.

Which of the following statements is true about bird dogs?

The primary purpose of webinars is to:

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 6: Prospecting

Prospecting is the process of making a successful sale to a customer.

Janice is a salesperson at a local computer store.She offers buyers a discount of $100 if they provide her with the contact details of people who want to buy computers or computer-related accessories.In this case,Janice wants these people to act as her:

Which of the following statements about the use of a postscript (PS)at the end of a sales letter is true?

In the final paragraph of a sales letter,the writer should:

Kenneth regularly buys from a preferred seller.He always gives positive feedback to the reseller and also convinces his relatives and friends to buy goods from the seller.According to the seller,Kenneth is most likely a(n):

To qualify as a prospect,it is imperative that a lead have all of the following characteristics EXCEPT:

Which of the following statements about prospecting is true?

Harold needs to sell a new drug to physicians and doctors in a locality.Without even checking with the doctors and physicians,he visits the clinics and hospitals in the locality,assuming that someone would be interested in buying the new drug.This is an example of:

Ruth used her personal connections with a manager at Hampton Industries,a manufacturer of decorative paper items,to become the first salesperson in her firm to call on a company that was using recycled paper to make posters.Ruth used her _____ abilities to make this sales call possible.

After a sales letter gains a prospect's attention,the next thing it must do is:

How can data mining assist sales prospecting?

Which of the following is a way that companies use the Internet to generate leads?

The purpose of a blitz is to:

It is usually possible for a person to be a center of influence for a salesperson and never actually buy from the salesperson.

Referrals by customers in some cultures,like Japan,are less important and insignificant than they are in North America.

Spotters are individuals who conduct business purchases on behalf of customers for a fixed fee.

Which of the following statements is true about bird dogs?

The primary purpose of webinars is to:

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters