Exam 6: Prospecting

What do salespeople usually do to determine if their leads meet the criteria of a prospect?

Which of the following statements about cold calling as a method of prospecting is true?

When a salesperson can only sell to prospects located within a certain geographical location,the salesperson is said to be managing sales for a(n)_____.

Instead of inviting a special group of prospects,seminars should be open to the public and discuss topics of general interest.

An exclusive sales territory is managed by corporate executives,while a house account includes only certain prospects in an area.

Often the primary function of salespeople at trade shows is to:

Which of the following is an effective way in which a salesperson can overcome the reluctance to call a prospect?

Salespeople can overcome their reluctance to call prospects by engaging in sales training and role-playing activities to improve their prospecting skills.

Wallace represents a manufacturer of hearing aids.Lisa,an audiologist to whom Wallace sold one of his company's new Max-Ear 2001,is so pleased with its performance that she has written a testimonial and listed some other audiologists whom Wallace may approach for a purchase.This is an example of the _____ method used in prospecting.

In merchandise markets,sellers are the manufacturers or distributors,and they sell only to resellers,not to the public.

Systems integrators usually assume complete responsibility for a project from its beginning to follow-up servicing.

A salesperson sells a mobile phone to Karen.Karen tells the salesperson that her friend Jenna is also interested in buying a similar mobile phone.The name of Jenna provided by Karen would be treated by the salesperson as a:

Where can salespeople find sales leads?

Judy is a local sales representative for an insurance company.The economy is stagnant and few new residents are moving into her territory.Consequently,Judy decides to assess the potential for additional sales among her existing customers.Judy is planning to use a(n)_____ strategy.

A lead management system is used to:

John,a salesperson,can consider Harriet to be a lead because he is certain that she will buy his company's products.

Trade shows are places where suppliers have sales offices and buyers from resellers visit to purchase merchandise.

A webinar is a form of cold calling.

The process of determining if a lead is indeed a prospect is referred to as:

James is a new salesperson.He is attending his first formal dinner party at the Chamber of Commerce.He knows that he will meet a lot of people who can help him become a successful salesperson,but he needs information on how to make the most of this networking opportunity.What advice would you give him?