Exam 6: Prospecting

Veronica is a new salesperson at an insurance company.Her primary task is to locate potential buyers of insurance products in a particular area.Veronica's activity is known as:

A source for leads is selling lists containing individuals' mailing addresses and phone numbers.You can even buy a list as specific as Catholic postal employees between the ages of 25 and 40.Even though lists are easy to obtain and use,many salespeople avoid using them.Why?

Robert works in a marketing firm.He verifies the phone numbers and residential addresses of all the leads generated by the firm before turning them over to the field salespeople in his firm.Which of the following statements is true about the scenario?

What is a blitz?

Tom has been invited to spend the weekend at Hilton Head by his stockbroker,Nathan.He asks Tom to bring along a few of his professional friends as well.The stockbroker is organizing a:

Mason is the head of an automobile firm.The firm has two manufacturing units,one located in a city and the other located in a town.The manufacturing unit located in the town requires maintenance,repair,and operations (MRO)supplies to enable a smooth running of the manufacturing process.Mason delegates this task to an external consultant who buys necessary goods and services on behalf of the firm.In this case,the external consultant acts as a:

What is the difference between a lead and a prospect?

Trade shows last usually longer than a month.

Veronica buys a laptop from a local salesperson,but it turns out to be defective.She tells her friends and relatives about the poor performance of the laptop.From the perspective of the salesperson,this is an example of:

When the question,"Can the lead be approached favorably?" is asked to a salesperson,it refers to whether:

Other than camaraderie and public service,why would a computer salesperson belong to a Rotary Club,participate in the local Chamber of Commerce,and volunteer at the local library?

Everlast Tire Company has hired a consulting agency,Waddell and Hartley,to acquire the equipment needed to automate its second factory.Waddell and Hartley will be responsible for purchasing all the goods and services necessary for the plant,making sure that they are compatible,and turning them over to Everlast,for a facility that is the center of operations for the company.Waddell and Hartley would be called a(n)_____.

What is the first step a salesperson takes when he or she is prospecting?

When Grant visited his supplier's Web site,he entered a code provided to him and went to a customized site that listed his recent purchases,sale items,and complementary products he might need.Grant was most likely visiting a(n)_____.

Roger is a sales representative for a farm equipment supplier.Almost twice a month,he visits Frank Copeland's farm.Copeland has not bought a new piece of equipment from Roger's firm in the last 20 years,but he always seems to know who is looking to buy Roger's goods.Copeland likes to gossip and shares his information with Roger freely.Frank Copeland is a good example of a:

In which of the following methods of prospecting is a salesperson likely to know the least about the prospects called on before meeting them?

A 17-year-old high school student in the United States is not a prospect for a salesperson selling alcoholic beverages because the student is not eligible to buy alcohol.

Why does a salesperson show reluctance to call a prospect?

As Sandra concluded her sales interview with Burt,she said,"I'm pleased you see the value of this new software for managing your inventory.Can you suggest some other small business owners who might like to see it?" Sandra is using the _____ method of prospecting.

Discuss the following statement: "A satisfied customer is a salesperson's most profitable resource."