Question 1

The process of prospecting usually begins with locating a _____.

Accepted Answer

A)  change agent 
B)  bird dog 
C)  lead 
D)  gatekeeper 
E)  cross-seller 
A)  change agent 
B)  bird dog 
C)  lead 
D)  gatekeeper 
E)  cross-seller

Question 2

Explain the significance of the prequalification process in a lead qualification system.

Accepted Answer

To help salespeople use their time wisel

Question 3

Mark and Vincent are efficient salespeople working for Nikelin Inc.They are field salespeople who always generate the highest sales revenue for their teams.Mark is assigned to conduct sales specifically to prospects in New York,while Vincent is assigned to conduct sales specifically to prospects in Los Angeles.Jason,another salesperson at Nikelin Inc. ,handles only large customers in both New York and Los Angeles.Which of the following statements is most likely true about this scenario?

Accepted Answer

A)  Mark and Vincent use the circular routing method to conduct sales. 
B)  Mark and Vincent specialize in handling house accounts. 
C)  Jason specializes in handling lost-for-good accounts. 
D)  Nikelin Inc.employs Jason as a spotter for its firm. 
E)  Nikelin Inc.uses exclusive sales territory to assign work to Mark and Vincent. 
A)  Mark and Vincent use the circular routing method to conduct sales. 
B)  Mark and Vincent specialize in handling house accounts. 
C)  Jason specializes in handling lost-for-good accounts. 
D)  Nikelin Inc.employs Jason as a spotter for its firm. 
E)  Nikelin Inc.uses exclusive sales territory to assign work to Mark and Vincent.

Question 4

In the case of insight selling,salespeople target those prospects who:

Accepted Answer

A)  constitute their current and satisfied group of clients. 
B)  purchase stock centrally from the home office of their company. 
C)  demonstrate a sluggish approach toward making purchase decisions. 
D)  do not have a clear understanding of what they need and are in a state of flux. 
E)  require consultants or system integrators to begin their operations. 
A)  constitute their current and satisfied group of clients. 
B)  purchase stock centrally from the home office of their company. 
C)  demonstrate a sluggish approach toward making purchase decisions. 
D)  do not have a clear understanding of what they need and are in a state of flux. 
E)  require consultants or system integrators to begin their operations.

Question 5

The opening paragraph of a sales letter should:

Accepted Answer

A)  explain why the reader should buy a product. 
B)  grab the reader's attention. 
C)  ask the reader to take a specific action. 
D)  point out a deadline for action. 
E)  all of these. 
A)  explain why the reader should buy a product. 
B)  grab the reader's attention. 
C)  ask the reader to take a specific action. 
D)  point out a deadline for action. 
E)  all of these.

Question 6

Regardless of what product a salesperson sells,prospecting techniques are basically the same.

Accepted Answer

A) True 
 B)False

Question 7

Robina received a memo with the name of a person who wrote to her company inquiring about the firm's radiology equipment.The person who made the inquiry is best classified as a:

Accepted Answer

A)  qualified prospect. 
B)  client. 
C)  lead. 
D)  prospect. 
E)  customer. 
A)  qualified prospect. 
B)  client. 
C)  lead. 
D)  prospect. 
E)  customer.

Question 8

What are merchandise markets?

Accepted Answer

Merchandise markets are places where sup

Question 9

What part of their jobs do most salespeople dislike performing the most?

Accepted Answer

Cold calling or canvassing is the task s

Question 10

Jonathan,a salesperson,sells laptops and desktop computers.Kevin regularly purchases these goods from Jonathan.Jonathan understands Kevin's buying behavior and makes additional sales to Kevin.Even though Kevin does not actually require these additional goods,he ends up buying them because he has always been satisfied with Jonathan's products.This is an example of:

Accepted Answer

A)  backdoor selling. 
B)  selling deeper. 
C)  circular routing. 
D)  cloverleaf routing. 
E)  upselling. 
A)  backdoor selling. 
B)  selling deeper. 
C)  circular routing. 
D)  cloverleaf routing. 
E)  upselling.

Question 11

All of the following are reasons why a salesperson may suffer from call reluctance EXCEPT:

Accepted Answer

A)  a feeling of guilt for having a career in selling. 
B)  the need to meet a prospecting quota. 
C)  the concern about worst-case scenarios. 
D)  the concern about prospecting over the telephone. 
E)  the fear of losing friends. 
A)  a feeling of guilt for having a career in selling. 
B)  the need to meet a prospecting quota. 
C)  the concern about worst-case scenarios. 
D)  the concern about prospecting over the telephone. 
E)  the fear of losing friends.

Question 12

The relative value of each lead that is qualified is analyzed by a lead management system.

Accepted Answer

A) True 
 B)False

Question 13

Horizon Gifts is involved in corporate gifting solutions for large companies.Cal is a long-time user of the service provided by Horizon Gifts,and he often suggests possible clients to the service's sales representatives.Every time the lead Cal has provided actually results in a purchase,Cal receives a free gift,which might be anything from a can of assorted nuts to a wool muffler.Cal acts as a _____ for Horizon Gifts.

Accepted Answer

A)  driver 
B)  spotter 
C)  gatekeeper 
D)  negotiator 
E)  mediator 
A)  driver 
B)  spotter 
C)  gatekeeper 
D)  negotiator 
E)  mediator

Question 14

Lead prequalification helps salespeople use their time wisely.

Accepted Answer

A) True 
 B)False

Question 15

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Accepted Answer

A) True 
 B)False

Question 16

Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

Accepted Answer

This person is called the center of infl

Question 17

Salespeople should refrain from showing their expertise about a topic by writing blogs because blogs are an unacceptable way to reach professionals.

Accepted Answer

A) True 
 B)False

Question 18

For which of the following salespeople would prospecting be most important?

Accepted Answer

A)  A pharmaceutical sales rep selling heart medications 
B)  A real estate salesperson specializing in residential property 
C)  Jeff,a reseller of fighter aircrafts that has exclusive tie-ups with three of the world's most powerful nations 
D)  An electric transformer salesperson working full time for Florida Power and Light Co. 
E)  A GoodStart cereal salesperson whose territory is the city of Denver 
A)  A pharmaceutical sales rep selling heart medications 
B)  A real estate salesperson specializing in residential property 
C)  Jeff,a reseller of fighter aircrafts that has exclusive tie-ups with three of the world's most powerful nations 
D)  An electric transformer salesperson working full time for Florida Power and Light Co. 
E)  A GoodStart cereal salesperson whose territory is the city of Denver

Question 19

A _____ is an individual who,for a fee,will provide the names of leads for a salesperson.

Accepted Answer

A)  cold caller 
B)  bird dog 
C)  hawker 
D)  jobber 
E)  prospect 
A)  cold caller 
B)  bird dog 
C)  hawker 
D)  jobber 
E)  prospect

Question 20

Discuss the various ways in which companies are using the Internet to solicit leads.

Accepted Answer

Successful salespeople are using their c

The process of prospecting usually begins with locating a _____.

Explain the significance of the prequalification process in a lead qualification system.

In the case of insight selling,salespeople target those prospects who:

The opening paragraph of a sales letter should:

Regardless of what product a salesperson sells,prospecting techniques are basically the same.

Robina received a memo with the name of a person who wrote to her company inquiring about the firm's radiology equipment.The person who made the inquiry is best classified as a:

What are merchandise markets?

What part of their jobs do most salespeople dislike performing the most?

All of the following are reasons why a salesperson may suffer from call reluctance EXCEPT:

The relative value of each lead that is qualified is analyzed by a lead management system.

Lead prequalification helps salespeople use their time wisely.

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

Salespeople should refrain from showing their expertise about a topic by writing blogs because blogs are an unacceptable way to reach professionals.

For which of the following salespeople would prospecting be most important?

A _____ is an individual who,for a fee,will provide the names of leads for a salesperson.

Discuss the various ways in which companies are using the Internet to solicit leads.

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

The process of prospecting usually begins with locating a _____.

Explain the significance of the prequalification process in a lead qualification system.

In the case of insight selling,salespeople target those prospects who:

The opening paragraph of a sales letter should:

Regardless of what product a salesperson sells,prospecting techniques are basically the same.

Robina received a memo with the name of a person who wrote to her company inquiring about the firm's radiology equipment.The person who made the inquiry is best classified as a:

What are merchandise markets?

What part of their jobs do most salespeople dislike performing the most?

All of the following are reasons why a salesperson may suffer from call reluctance EXCEPT:

The relative value of each lead that is qualified is analyzed by a lead management system.

Lead prequalification helps salespeople use their time wisely.

The idea that existing customers are usually prospects for additional sales is the basis of a method of prospecting called the endless-chain method.

Gina has met a well-known and influential engineer who is willing to provide the names of several leads.In the context of sales prospecting,what is this person called?

Salespeople should refrain from showing their expertise about a topic by writing blogs because blogs are an unacceptable way to reach professionals.

For which of the following salespeople would prospecting be most important?

A _____ is an individual who,for a fee,will provide the names of leads for a salesperson.

Discuss the various ways in which companies are using the Internet to solicit leads.

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