Question 1

What is the difference between an exclusive sales territory and a house account?

Accepted Answer

The difference between an exclusive sale

Question 2

Satisfied customers,particularly those who are truly partners with the seller,are the most effective sources for leads.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following statements about lead qualification and management is true?

Accepted Answer

A)  Firms often engage in prequalification of leads for their field sales forces. 
B)  A lead management system can be used to grade leads and establish a priority call list. 
C)  The judicious use of technology makes lead qualification and management more efficient and effective. 
D)  A lead qualification system can be used to offer a salesperson insight into a lead's value. 
E)  All of these 
A)  Firms often engage in prequalification of leads for their field sales forces. 
B)  A lead management system can be used to grade leads and establish a priority call list. 
C)  The judicious use of technology makes lead qualification and management more efficient and effective. 
D)  A lead qualification system can be used to offer a salesperson insight into a lead's value. 
E)  All of these

Question 4

Extranets are external databases that salespeople use for data mining purposes.

Accepted Answer

A) True 
 B)False

Question 5

Veridcom Inc.is a leader in the creation of fingerprint identification software and hardware for laptops.It sells the technology to businesses that want to protect any intellectual property they have stored on their computers.After overseeing the installation of the system in 1,230 laptops for a large pharmaceutical company,the salesperson asked the company's vice president of information if he knew of another company that could use the Veridcom technology? The VP suggested Max Jordan,a business acquaintance of his who used laptops to communicate with a large,scattered work force.What method of prospecting did the Veridcom salesperson use,and what term would be used to describe Jordan?

Accepted Answer

The endless-chain method is being used i

Question 6

When a customer account is specifically assigned to a sales executive rather than to a salesperson who handles the territory containing that customer account,that customer account is usually known as a _____.

Accepted Answer

A)  house account 
B)  lost-for-good account 
C)  turnover account 
D)  contra account 
E)  lead account 
A)  house account 
B)  lost-for-good account 
C)  turnover account 
D)  contra account 
E)  lead account

Question 7

How can a firm's marketing department act as a source of acquiring leads?

Accepted Answer

Firms' marketing departments have develo

Question 8

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

Accepted Answer

A) True 
 B)False

Question 9

The process of locating potential customers for a good or service is termed _____.

Accepted Answer

A)  adapting 
B)  investigating 
C)  prospecting 
D)  anticipating 
E)  inquiring 
A)  adapting 
B)  investigating 
C)  prospecting 
D)  anticipating 
E)  inquiring

Question 10

A salesperson may suffer from call reluctance if he or she:

Accepted Answer

A)  feels intimidated by the corporate title assigned to a prospect. 
B)  is overly concerned with being successful. 
C)  spends too much time preparing for a sales call. 
D)  feels guilty for having selected a career in sales. 
E)  experiences any or all of these. 
A)  feels intimidated by the corporate title assigned to a prospect. 
B)  is overly concerned with being successful. 
C)  spends too much time preparing for a sales call. 
D)  feels guilty for having selected a career in sales. 
E)  experiences any or all of these.

Question 11

Vindurem Inc.has developed a software that would reduce the time taken by manufacturers to identify suppliers of raw materials and distributors of finished goods for a particular region.The company assigns its sales team to call on all potential customers that exist within a two-mile radius of the city's shipping port to market this new software.The company conducts this cold calling for a period of two days.This type of cold canvassing is called _____.

Accepted Answer

A)  browbeating 
B)  lowballing 
C)  a blitz 
D)  leapfrog routing 
E)  a boomerang 
A)  browbeating 
B)  lowballing 
C)  a blitz 
D)  leapfrog routing 
E)  a boomerang

Question 12

Cold calling is usually considered rude by many purchasing agents and other professionals today.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is an example of a secondary source of sales leads?

Accepted Answer

A)  Industrial trade directories 
B)  Cold calls 
C)  Centers of influence 
D)  Buying communities 
E)  All of these 
A)  Industrial trade directories 
B)  Cold calls 
C)  Centers of influence 
D)  Buying communities 
E)  All of these

Question 14

Identify an accurate statement about merchandise markets.

Accepted Answer

A)  They involve the direct sale of goods to public. 
B)  They are places where defective goods received from customers are returned to the manufacturers. 
C)  They are places where only old and unsold stock is sold at low prices. 
D)  They involve the sale of goods to retailers. 
E)  They are places that typically exclude a supplier's sale office. 
A)  They involve the direct sale of goods to public. 
B)  They are places where defective goods received from customers are returned to the manufacturers. 
C)  They are places where only old and unsold stock is sold at low prices. 
D)  They involve the sale of goods to retailers. 
E)  They are places that typically exclude a supplier's sale office.

Question 15

The North American Industry Classification System (NAICS)code is useful for salespeople researching using secondary sources.

Accepted Answer

A) True 
 B)False

Question 16

What determines a good prospect?

Accepted Answer

Various factors allow salespeople to det

Question 17

Which of the following statements about the use of the Internet as an effective lead generator is true?

Accepted Answer

A)  An advantage of Web-based promotions is their ability to attract numerous international leads. 
B)  A disadvantage associated with using the Internet to generate leads is the high cost. 
C)  The Internet cannot transmit business information in different languages. 
D)  Extranets are created for general marketing efforts with no defined target markets. 
E)  Companies cannot use the Internet to build relationships with current customers. 
A)  An advantage of Web-based promotions is their ability to attract numerous international leads. 
B)  A disadvantage associated with using the Internet to generate leads is the high cost. 
C)  The Internet cannot transmit business information in different languages. 
D)  Extranets are created for general marketing efforts with no defined target markets. 
E)  Companies cannot use the Internet to build relationships with current customers.

Question 18

A company that has developed biometric identification systems-using fingerprint and retina measurements-for PCs wants to hold a webinar for entertainment lawyers who are likely to have sensitive information stored on their computers.The webinar will focus on the ways in which one can protect office computers from hackers.What advice can you give the company as it sets up the webinar?

Accepted Answer

Some key things to keep in mind when pla

Question 19

In a lead management system,salespeople are usually excluded from the process of qualifying leads.

Accepted Answer

A) True 
 B)False

Question 20

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

Accepted Answer

A) True 
 B)False

What is the difference between an exclusive sales territory and a house account?

Satisfied customers,particularly those who are truly partners with the seller,are the most effective sources for leads.

Which of the following statements about lead qualification and management is true?

Extranets are external databases that salespeople use for data mining purposes.

When a customer account is specifically assigned to a sales executive rather than to a salesperson who handles the territory containing that customer account,that customer account is usually known as a _____.

How can a firm's marketing department act as a source of acquiring leads?

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

The process of locating potential customers for a good or service is termed _____.

A salesperson may suffer from call reluctance if he or she:

Cold calling is usually considered rude by many purchasing agents and other professionals today.

Which of the following is an example of a secondary source of sales leads?

Identify an accurate statement about merchandise markets.

The North American Industry Classification System (NAICS)code is useful for salespeople researching using secondary sources.

What determines a good prospect?

Which of the following statements about the use of the Internet as an effective lead generator is true?

In a lead management system,salespeople are usually excluded from the process of qualifying leads.

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

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

What is the difference between an exclusive sales territory and a house account?

Satisfied customers,particularly those who are truly partners with the seller,are the most effective sources for leads.

Which of the following statements about lead qualification and management is true?

Extranets are external databases that salespeople use for data mining purposes.

When a customer account is specifically assigned to a sales executive rather than to a salesperson who handles the territory containing that customer account,that customer account is usually known as a _____.

How can a firm's marketing department act as a source of acquiring leads?

The sales strategy of getting at least one additional lead from each person interviewed is called selling deeper.

The process of locating potential customers for a good or service is termed _____.

A salesperson may suffer from call reluctance if he or she:

Cold calling is usually considered rude by many purchasing agents and other professionals today.

Which of the following is an example of a secondary source of sales leads?

Identify an accurate statement about merchandise markets.

The North American Industry Classification System (NAICS)code is useful for salespeople researching using secondary sources.

What determines a good prospect?

Which of the following statements about the use of the Internet as an effective lead generator is true?

In a lead management system,salespeople are usually excluded from the process of qualifying leads.

When using social media to find prospects,salespeople trying to apply a pull strategy should use tactics like seller blogs,wikis,and video blogs.

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